Influence: Science and Practice
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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action advertising American Angela Lansbury Arizona Republic asked attractive authority automatic Bad Cop behavior boys Bufferin bystanders called cause cheep-cheep Chinese choice cial commitment compliance professionals comply concession consistency cookies customers decision effective example experiment exploited favor feel Freedman gift Guyana increase individuals initial instance Joe Girard Jonestown Journal of Personality Krishna laugh tracks learned look low-ball Milgram never offer once ourselves People's Temple percent Personality and Social pluralistic ignorance pressures principle of social procedure produce purchase reactance reaction READER'S REPORT reason reciprocity rule rejection-then-retreat technique request response salesperson Sara scarcity principle shortcut similar situation social evidence social proof Social Psychology someone strategy subjects suicide stories tactic tendency things tion trigger features Tupperware Tupperware party victim weapons of influence whirr
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Competitive Advantage Through People: Unleashing the Power of the Work Force
No preview available - 1995