Science and Practice United States ed of 5th revised ed
By (author) Professor Robert B. Cialdini
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Influence by Professor Robert B. Cialdini
Book DescriptionInfluence: 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.
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Book DetailsISBN: 9780205609994
(229mm x 152mm x 15mm)
Imprint: Allyn & Bacon
Publisher: Pearson Education (US)
Publish Date: 29-Jul-2008
Country of Publication: United States
Books By Author Professor Robert B. Cialdini
Pre-Suasion, Paperback (September 2016)
Influence established the author as the world's foremost authority on the science of persuasion. In this book, he builds on his investigations into the subtle world of influence to reveal that the best persuaders succeed not because of what they say or how they say it, but because of what they do in the moment before they deliver their message.
Influence, Paperback (August 2008)» View all books by Professor Robert B. Cialdini
Dr Robert Cialdini explains the six psychological principles that drive the human impulse to comply to the pressures of others and reveals how to defend oneself against manipulation.
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Author Biography - Professor Robert B. Cialdini
Robert B. Cialdini is Regents' Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing. He has taught at Stanford University and Harvard's Kennedy School of Government. He has been elected president of the Society of Personality and Social Psychology. He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence. Dr. Cialdini attributes his interest in social influences to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.
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