Influence: Science and Practice: United States Edition

Cialdini, R. B.

ISBN 10: 0321011473 / ISBN 13: 9780321011473

Published by Allyn and Bacon, 2001

About this Item

This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. Clean from markings. In good all round condition. Please note the Image in this listing is a stock photo and may not match the covers of the actual item,450grams, ISBN:9780321011473.

Seller Inventory # 9867440

Bibliographic Details

• Title: Influence: Science and Practice: United States Edition
• Publisher: Allyn and Bacon
• Publication Date: 2001
• Language: English
• ISBN 10: 0321011473
• ISBN 13: 9780321011473
• Binding: Soft cover
• Condition: Good
• Weight: 450 grams
• Seller catalogs:
  • Science & Technology

About this title

Synopsis

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request).

Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.

Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

About the Author

Robert B. Cialdini is Regents' Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He received undergraduate, graduate, and postgraduate training in psychology from the University of Wisconsin, the University of North Carolina, and Columbia University, respectively. He is past president of the Society of Personality and Social Psychology.

He attributes his long-standing interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.