Influence: Science and Practice - Couverture souple

Cialdini PhD, Robert B.

Couverture souple

ISBN 10 : 0673467511 ISBN 13 : 9780673467515

Editeur : Pearson, 1992

Synopsis

Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say "yes" to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.

Détails de l'édition

• Éditeur: Pearson
• Date d'édition: 1992
• Langue: anglais
• ISBN 10: 0673467511
• ISBN 13: 9780673467515
• Reliure: Broché
• Numéro d'édition: 3
• Nombre de pages: 253
• Coordonnées du fabricant: non disponible
• Personne responsable: Riccardo Bacigalupo; riccardo.bacigalupo@sanoma.it; ; Sanoma Italia Via Arconati, 1 �; Milano; 20135; Italie