Influence: science and practice

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Allyn and Bacon, 2001 - Business & Economics - 262 pages
62 Reviews
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) and is 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 other positions, inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in graduate and undergraduate psychology and management 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. New Reader's Reports are included in the Fourth Edition and illustrate how readers have used one of the principles or have had a principle of influence used on them.

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Explains, in depth, how we are influenced by others and by our environment. Forces you to wonder why some people act the way they do. Contains some really terrific sales tactics.

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User Review  - Phoenix - Goodreads

An outstanding review of heuristics and manipulation we use and are abused by in daily life. How to avoid these traps of thinking and to develop deeper insights in reflective thinking and analysis. A ... Read full review

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Contents

Preface
vii
Introduction
ix
Weapons of Influence
1
Copyright

97 other sections not shown

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Security Minded - from Kai the Security Guy : Book of the Month ...
Book of the Month Club: Influence: Science and Practice, by Robert Cialdini ... The book I just finished is entitled "Influence: Science and Practice" by ...
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Allyn & Bacon - Influence:Science and Practice: International ...
Allyn & Bacon,Influence:Science and Practice: International Edition,Robert Cialdini,9780321188953,978-0-3211-8895-3,0-321-18895-0,0321188950,Mehr als 70.000 ...
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Influence Science and Practice - Wikipedia, the free encyclopedia
Influence: Science and Practice (ISBN 0-321-18895-0) is a Psychology book examining the key ways people can be influenced by "Compliance Professionals". ...
en.wikipedia.org/ wiki/ Influence_Science_and_Practice

citeulike: Influence: Science and Practice (4th Edition)
COMMENT ON THE FOURTH EDITION OF INFLUENCE: SCIENCE AND PRACTICE It has been some time since Influence was last published. In the interim, some things have ...
www.citeulike.org/ group/ 22/ article/ 710698

Gregg Nichols's Software Sales Strategy Blog: Influence: Science ...
Influence: Science and Practice by Robert Cialdini. Bookcover_influence_orig Animals respond to external stimuli based on instinct: they eat, fight, run, ...
www.greggnichols.com/ s3blog/ 2007/ 10/ influence-scien.html

Study Fill-Ins for Cialdini's Influence: Science and Practice
for Robert Cialdini's Influence: Science and Practice. Chapters 4 and 5 Robert Harris Version Date: June 13, 2000. To see how carefully you have read and ...
www.virtualsalt.com/ think/ cial45.htm

Allyn & Bacon/Longman: Catalog: Influence: Science and Practice
Allyn & Bacon and Longman are leading publishers of college textbooks in Education, Humanities, and Social Sciences. Pearson Education Companies
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Bias and Belief wiki / Influence: Science and Practice
Robert Cialdini (1988) Influence: Science and Practice. Up: Key References. This book arose from an intriguing double investigation. ...
biasandbelief.pbwiki.com/ Influence:%20Science%20and%20Practice

Influence Science and Practice: Information and Much More from ...
Influence Science and Practice Influence Science and Practice (ISBN 0-321-18895-0) is a Psychology book examining the key ways people can be.
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Cialdini Dr. Robert - AEI Speakers Bureau
Dr. Cialdini's books, including Influence: Science and Practice, are the results of years of study into the reasons people comply with requests in business ...
www.aeispeakers.com/ speakerbio.php?SpeakerID=944

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