Influence Science and Practice
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 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.
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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $26.00
Copyright year: 2001
Publisher: Allyn & Bacon, Incorporated
Publication date: 6/29/2000
Size: 6.00" wide x 9.00" long x 0.75" tall
|ll chapters conclude with Summary and Study Questions|
|Weapons of Influence|
|Betting the Shortcut Odd|
|Reciprocation: The Old Give and Take and Take|
|How the Rule Works|
|Commitment and Consistency: Hobgoblins of the Mind|
|Commitment Is the Key|
|Social Proof: Truths Are Us|
|The Principle of Social Proof|
|Cause of Death: Uncertain(ty)|
|Monkey Me, Monkey Do|
|Liking: The Friendly Thief|
|Making Friends to Influence People|
|Why Do I Like You? Let Me List the Reasons|
|Conditioning and Association|
|Authority: Directed Deference|
|The Power of Authority Pressure|
|The Allures and Dangers of Blind Obedience|
|Connotation Not Content|
|Scarcity: The Rule of the Few|
|Less Is Best and Loss Is Worst|
|Instant Influence: Primitive Consent for an Automatic Age|
|Shortcuts Shall Be Sacred|