Influence: Science and Practice: International Edition - Couverture souple

Cialdini PhD, Robert B.

Couverture souple

ISBN 10 : 0321188950 ISBN 13 : 9780321188953

Editeur : Pearson, 2003

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.

A propos du livre

À propos de l?auteur

Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.

Détails de l'édition

• Éditeur: Pearson
• Date d'édition: 2003
• Langue: anglais
• ISBN 10: 0321188950
• ISBN 13: 9780321188953
• Reliure: Broché
• Numéro d'édition: 4
• Nombre de pages: 262
• Coordonnées du fabricant: non disponible
• Personne responsable: Riccardo Bacigalupo; riccardo.bacigalupo@sanoma.it; ; Sanoma Italia Via Arconati, 1 �; Milano; 20135; Italie