Influence: Science and Practice: Science and Practice: Pearson New International Edition - Brossura

Cialdini, Robert

Brossura

ISBN 10: 1292022299 ISBN 13: 9781292022291

Casa editrice: Pearson, 2013

Riassunto

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.

Dettagli dell?edizione

• Editore: Pearson
• Data di pubblicazione: 2013
• ISBN 10: 1292022299
• ISBN 13: 9781292022291
• Rilegatura: Copertina flessibile
• Lingua: Inglese
• Numero edizione: 1
• Numero di pagine: 272