Persuasion: Social Influence and Compliance Gaining, 5e
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say €œyes€ to another's request).
Â
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 €œyes.€ 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.
Â
Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
Country | USA |
Brand | Pearson |
Manufacturer | Allyn and Bacon |
Binding | Paperback |
ItemPartNumber | 9780205609994 |
UnitCount | 1 |
Format | Illustrated |
UPCs | 035222222480 |
EANs | 9780205609994 |
ReleaseDate | 0000-00-00 |