Influence: Science and Practice (5th Edition)
| Author | : | |
| Rating | : | 4.35 (624 Votes) |
| Asin | : | 0205609996 |
| Format Type | : | paperback |
| Number of Pages | : | 272 Pages |
| Publish Date | : | 2013-01-03 |
| Language | : | English |
DESCRIPTION:
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.. Influence: Science and Practice is an examination of the psychology of compliance (i.e
Robert B. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence. Dr. Cialdini is Regents’ Professor of Psychology and Marketing at Arizona State University, where he has also been nam
It makes excellent reading for a Consumer Behavior or Advertising class.” –ALAN J. It was so profound and insightful, I read it three times in a row.” –GREG RENKER, President, Guthy-Renker“It would be marvelous reading for students taking Social Psychology.” –DAVID MYERS, Hope College“The book is tremendously entertaining and very popular with students. Here's what people are saying about the material in INFLUENCE: Science and Practice:“This marvelous book explains in clear, practical language th
To Anyone Reading One Of The One Star Reviews. This Book Is A New Classic. As an author of books on selling, I keep an eye out for the best books on sales and sales psychology. This book is a game changer.In reply to the few one star reviewsIt has been stated in the uncharitable reviews, that the entire content of the book could. "Highly recommended by an accomplished law professor, and also by me" according to K. Larson. This book was recommended by a law school professor in a Legal Negotiation class, so I purchased it used and it arrived within a week. At one cent plus shipping, it was a great value for a book in very good condition.The theme of the book is what the auth. "Utterly fabulous - a book of rare insight and usefulness - highly recommended." according to Technophobe01. I came to this book via a rather circuitous route and reference in Charlie's Munger Almanac. Charlie quipped that upon reading the book, he had been so impressed by its content and insights he had given the author class A shares in Berkshire Hatheway. As