Influence: Science and Practice

Name: Influence: Science and Practice
Brand: Pearson Education Limited
Price: 122.75 AUD
Availability: BackOrder

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

RRP $124.91

$122.75

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Available for Backorder. We will order this from our supplier however there isn't a current ETA.

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).

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.

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