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Details of Influence: Science and Practice

Influence: Science and Practice
Exact title of book
Influence: Science and Practice
Book author
Robert B. Cialdini
ISBN
9780205609994
Published
Aug 15, 2008
Language
English
Format
PDF, FB2, EPUB, MOBI
Pages
272
File size (in PDF)
2448 kB

Some brief overview of book

Influence Science and Practice is an examination of the psychology of compliance (i. e. uncovering which factors cause a person to say "yes" to anothers 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.

Whether you wish to understand what shapes you own personal decisions or need to persuade in a job or business, this astonishing took is indispensable.

About book author

B. Cialdini is Regents Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P.

Carey Distinguished Professor of Marketing. He has taught at Stanford University and Harvards Kennedy School of Government. He has been elected president of the Society of Personality and Social Psychology.

He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguishedused 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.

Whether you wish to understand what shapes you own personal decisions or need to persuade in a job or business, this astonishing took is indispensable.

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