Influence: Science and Practice

by Cialdini, Robert
ISBN: 9780205609994
Availability:
$10.99

Available Offers

Ship to HPB West Lane Avenue Out of stock at HPB West Lane Avenue Check other stores
$1.99 - Ready for pickup Apr 10 - 13
Ship to Me
$3.99 - Get it Apr 10 - 13

Overview

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.

  • Format: Trade Paperback
  • Author: Cialdini, Robert
  • ISBN: 9780205609994
  • Condition: Used
  • Dimensions: 8.90 x 0.60
  • Number Of Pages: 260
  • Publication Year: 2008

Customer Reviews (0)

This title hasn’t been rated yet...be the first!