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Influence

Science and Practice

By Professor Robert B. Cialdini

(22)

| Paperback | 9780205609994

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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 eviden Continue

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.

3 Reviews

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  • 1 person finds this helpful

    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!

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    Marco Marcantoni said on Mar 15, 2014 | Add your feedback

  • 1 person finds this helpful

    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.

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    Guido Ferrari said on Aug 25, 2009 | Add your feedback

  • 1 person finds this helpful

    finally a scientific study and not the "from my experience" kind of thing. The one and only.

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    Julius said on Apr 8, 2008 | Add your feedback

Book Details

  • Rating:
    (22)
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  • English Books
  • Paperback 272 Pages
  • ISBN-10: 0205609996
  • ISBN-13: 9780205609994
  • Publisher: Pearson Education (US)
  • Publish date: 2008-07-29
  • Dimensions: 90 mm x 980 mm x 1,476 mm
  • In other languages: other languages 한국 책 , Eesti Raamatud
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