Influence 5th Edition:Science and Practice
by Robert B. Cialdini
Price: N6500
Product Code: 1311846930
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Binding: Paper Back
Publisher: Pearson Education
Edition: 2012
ISSN: 9780205663781
Availability: To be delivered within 8 to 16 working days
Summary: 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.