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Science and Practice


Publisher: Pearson Education (US)


Language:English | Number of Pages: 272 | Format: Paperback | In other languages: (other languages) Korean , Estonian

Isbn-10: 0205609996 | Isbn-13: 9780205609994 | Publish date:  | Edition 5

Category: Business & Economics

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Book Description
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.
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  • 0

    Grande Cialdini, ho il suo libro autografato e anche una foto con lui. Libro molto bello, con esempi pratici sulla scienza della persuasione! Lettura scorrevole e molto attrattiva, libro utilissimo soprattutto per i venditori!

    said on 

  • 4

    Scientifico, ma godibilissimo

    Un testo scientifico sulla capacita' di influenzare e persuadere le persone, ma estremamente leggero ed accattivante nella lettura. Mai noioso, ma oltremodo avvincente.
    Moltissimi esempi come ogni buon testo anglosassone.

    said on