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Influence: Science and Practice
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Influence: Science and Practice Hardcover - 1992

by Robert B. Cialdini


From the publisher

Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say yes to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.

Details

  • Title Influence: Science and Practice
  • Author Robert B. Cialdini
  • Binding Hardcover
  • Edition 3rd
  • Pages 253
  • Volumes 1
  • Language ENG
  • Publisher HarperCollins Publishers, New York
  • Date 1992-10
  • ISBN 9780673467515 / 0673467511
  • Weight 0.7 lbs (0.32 kg)
  • Dimensions 9.19 x 6.11 x 0.5 in (23.34 x 15.52 x 1.27 cm)
  • Reading level 1220
  • Library of Congress Catalog Number 92-26230
  • Dewey Decimal Code 153.852
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Influence: Science and Practice

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INFLUENCE: SCIENCE AND PRACTICE
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