Influence: Science and Practice

Cialdini, Robert B.

ISBN 10: 0321011473 / ISBN 13: 9780321011473

Edité par Allyn & Bacon, 2001

Very Good condition.Crisp pages. Clean cover and pages. Book shows minimal shelf wear. No highlighting/marking. Not Satisfied? Contact us to get a refund. N° de réf. du vendeur BRG-38_7_762

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.

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 bibliographiques

Titre : Influence: Science and Practice
Éditeur : Allyn & Bacon
Date d'édition : 2001
Reliure : paperback
Etat : Very Good