Influence: Science and Practice

Type
Book
Authors
ISBN 10
0205609996 
ISBN 13
9780205609994 
Category
Unknown  [ Browse Items ]
Edition
5th 
Publication Year
2008 
Publisher
Pages
272 
Tags
Motivational, Leadership, Management, Negotiating, Marketing, Sales & Selling, Applied Psychology, Applied Psychology, General 
Abstract
 
Description
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. - from Amzon 
Biblio Notes
 
Number of Copies

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