Influence: Science and Practice - Pearson New International Edition (Paperback, 5th edition)

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.

General

Imprint:	Pearson Education Limited
Country of origin:	United Kingdom
Release date:	July 2013
First published:	2013
Authors:	Robert Cialdini
Dimensions:	275 x 215 x 10mm (L x W x T)
Format:	Paperback
Pages:	268
Edition:	5th edition
ISBN-13:	978-1-292-02229-1
Categories:	Books > Social sciences > Psychology > Cognition & cognitive psychology > General Promotions
LSN:	1-292-02229-9
Barcode:	9781292022291

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