Influence : Science and Practice 4e - Cialdini, Robert B.

Influence : Science and Practice 4e

Robert B. Cialdini

Yayınevi: Allyn & Bacon

Yayın tarihi: 06/2000

ISBN: 9780321011473

İngilizce | 262 Sayfa |

Tür: Psikoloji

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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). 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.

Table of Contents
All chapters conclude with "Summary" and "Study Questions."
1. Weapons of Influence.
2. Reciprocation: The Old Give and Take … and Take.
3. Commitment and Consistency: Hobgoblins of the Mind.
4. Social Proof: Truths Are Us.
5. Liking: The Friendly Thief.
6. Authority: Directed Deference.
7. Scarcity: The Rule of the Few.
8. Instant Influence: Primitive Consent for an Automatic Age.

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