Influence: Pearson New International Edition (BOK)

Robert Cialdini

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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.

Produktfakta

Språk Engelsk Engelsk Innbinding Heftet
Utgitt 2013 Forfatter Robert Cialdini
Forlag
Pearson Higher Education
ISBN 9781292022291
Antall sider 272 Dimensjoner 22,4cm x 27,9cm x 1,2cm
Vekt 584 gram Leverandør Bertram Trading Ltd

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