Influence Science and Practice

ISBN-10: 0321011473
ISBN-13: 9780321011473
Edition: 4th 2001 (Revised)
List price: $26.00
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Description: Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini  More...

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Book details

List price: $26.00
Edition: 4th
Copyright year: 2001
Publisher: Allyn & Bacon, Incorporated
Publication date: 6/29/2000
Binding: Paperback
Pages: 262
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.748
Language: English

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is 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 other positions, inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in graduate and undergraduate psychology and management 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. New Reader's Reports are included in the Fourth Edition and illustrate how readers have used one of the principles or have had a principle of influence used on them.

ll chapters conclude with Summary and Study Questions
Preface
Introduction
Weapons of Influence
Click, Whirr
Betting the Shortcut Odd
The Profiteers
Jujitsu
Reader's Report
Reciprocation: The Old Give and Take and Take
How the Rule Works
Reciprocal Concessions
Rejection-Then-Retreat
Defense
Reader's Report
Commitment and Consistency: Hobgoblins of the Mind
Whirring Along
Commitment Is the Key
Defense
Reader's Report
Social Proof: Truths Are Us
The Principle of Social Proof
Cause of Death: Uncertain(ty)
Monkey Me, Monkey Do
Defense
Reader's Report
Liking: The Friendly Thief
Making Friends to Influence People
Why Do I Like You? Let Me List the Reasons
Conditioning and Association
Defense
Reader's Report
Authority: Directed Deference
The Power of Authority Pressure
The Allures and Dangers of Blind Obedience
Connotation Not Content
Defense
Reader's Report
Scarcity: The Rule of the Few
Less Is Best and Loss Is Worst
Psychological Reactance
Optimal Conditions
Defense
Reader's Report
Instant Influence: Primitive Consent for an Automatic Age
Primitive Automaticity
Modern Automaticity
Shortcuts Shall Be Sacred
References
Credits
Index

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