Science and Practice 5th International edition
By (author) Professor Robert B. Cialdini
Influence by Professor Robert B. Cialdini
Book DescriptionInfluence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say â yesâ 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 â yes.â 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: 9780205663781
(235mm x 157mm x 12mm)
Publisher: Pearson Education (US)
Publish Date: 15-Aug-2008
Country of Publication: United States
Books By Author Professor Robert B. Cialdini
Pre-Suasion, Hardback (September 2016)
Drawing on the latest research, and packed with case studies, this work offers scholarship and a compelling account of the strange workings of the human mind.
Influence, Paperback (July 2008)» View all books by Professor Robert B. Cialdini
In 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.
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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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