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Influence: Pearson New International Edition

Science and Practice

von Cialdini, Robert B.   (Autor)

Influence: Science and Practiceis 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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Produktbeschreibung

Influence: Science and Practiceis 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. 

Mehr vom Verlag:

Pearson HigherEducation

Mehr vom Autor:

Cialdini, Robert B.

Produktdetails

Medium: eBook
Format: PDF
Kopierschutz: ADOBE DRM
Seiten: 272
Sprache: Englisch
Erschienen: August 2013
Auflage: 5. Auflage
ISBN-10: 1292035498
ISBN-13: 9781292035499

Bestell-Nr.: 27396887 
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Einband: PDF
Auflage: 5. Auflage
Sprache: Englisch

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