Influence: Science and Practice: United States Edition

Robert B. Cialdini, PhD

185 367 évaluations par Goodreads

Langue : anglais

Edité par Pearson Education (US), United States, Upper Saddle River, 2000

0321011473 / 9780321011473

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A propos de cet article

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. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged.…

N° de réf. du vendeur GOR001306648

Titre
Influence: Science and Practice: United States Edition
Auteur
Robert B. Cialdini, PhD
Éditeur
Pearson Education (US), United States, Upper Saddle River
Année de publication
2000
État de l'article
Very Good
Reliure
Paperback
Langue
anglais
ISBN à 10 chiffres
0321011473
ISBN à 13 chiffres
9780321011473
Poids de l'article
363 grammes
Dimensions
152.40 x 15.24

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