Influence: Science and Practice

Pearson New International Edition

By: Robert Cialdini

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Paperback | 23 July 2013 | Edition Number 5

At a Glance

Paperback
272 Pages

Edition Type
Revised

Dimensions(cm)
27.5 x 21.6 x 0.8

Paperback

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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 âyesâ 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 âyes.â 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.

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