Influence Science and Practice

Name: Influence Science and Practice
Price: 2.84 USD
Availability: InStock
ISBN: 9780321011473

ISBN-10: 0321011473

ISBN-13: 9780321011473

Edition: 4th 2001 (Revised)

Authors: Robert B. Cialdini

List price: $26.00

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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…

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



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