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Influence: Science and Practice (Paperback)
$21.78 - Save $5.24 (19%) - RRP $27.02 Free delivery worldwide (to United States and
all these other countries) Usually dispatched within 48 hours | |Short Description for InfluenceIn his bestselling book, Cialdini, former salesperson, fundraiser, and advertiser, examines the science and practice of compliance. Widely used in classes, this eagerly awaited revision includes updated coverage of popular culture and new technology and more on how compliance principles work in other cultures.
Full description- Publisher: ALLYN & BACON
- Published: 08 August 2008
- Format: Paperback 272 pages
- See: Full bibliographic data
- Categories: Psychology | Business Strategy | Management & Management Techniques
- ISBN 13: 9780205609994 ISBN 10: 0205609996
- Sales rank: 6,646
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Full description for Influence
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.
