Influence: Science and Practice: Science and Practice - Couverture souple

Cialdini, Robert

Couverture souple

ISBN 10 : 1292022299 ISBN 13 : 9781292022291

Editeur : Pearson, 2013

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 la quatrième de couverture

Influence: Science and Practiceis 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.

Détails de l'édition

• Éditeur: Pearson
• Date d'édition: 2013
• Langue: anglais
• ISBN 10: 1292022299
• ISBN 13: 9781292022291
• Reliure: Broché
• Numéro d'édition: 5
• Nombre de pages: 272
• Coordonnées du fabricant: Pearson Benelux BV; productsafety@pearson.com; ; Kabelweg 37; Amsterdam; 1014 BA; Pays-Bas