Influence Science and Practice: International Edition

Heftet / 2000 / Engelsk

Produktdetaljer

ISBN13
9780321188953
Publisert
2000
Utgave
4. utgave
Utgiver
Vendor
Pearson
Aldersnivå
06, P
Språk
Product language
Engelsk
Format
Product format
Heftet
Sider
262
Vekt
358 gr
Høyde
229 mm
Bredde
153 mm
Tykkelse
14 mm
Se alle

Influence Science and Practice: International Edition

Heftet / 2000 / Engelsk
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.
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Over a quarter million copies sold! How does this information make you feel about the book? If, even for a moment, you thought that a proven and popular book might be the one you were interested in, you may have been persuaded by a potent principle of influence - in this case, the principle of social proof.
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All chapters conclude with "Summary" and "Study Questions." Preface. Introduction. 1.Weapons of Influence. Click, Whirr.Betting the Shortcut Odd.The Profiteers.Jujitsu.Reader's Report.2.Reciprocation: The Old Give and Take ... and Take. How the Rule Works.Reciprocal Concessions.Rejection-Then-Retreat.Defense.Reader's Report.3.Commitment and Consistency: Hobgoblins of the Mind. Whirring Along.Commitment Is the Key.Defense.Reader's Report.4.Social Proof: Truths Are Us. The Principle of Social Proof.Cause of Death: Uncertain(ty).Monkey Me, Monkey Do.Defense.Reader's Report.5.Liking: The Friendly Thief. Making Friends to Influence People.Why Do I Like You? Let Me List the Reasons.Conditioning and Association.Defense.Reader's Report.6.Authority: Directed Deference. The Power of Authority Pressure.The Allures and Dangers of Blind Obedience.Connotation Not Content.Defense.Reader's Report.7.Scarcity: The Rule of the Few. Less Is Best and Loss Is Worst.Psychological Reactance.Optimal Conditions.Defense.Reader's Report.8.Instant Influence: Primitive Consent for an Automatic Age. Primitive Automaticity.Modern Automaticity.Shortcuts Shall Be Sacred.References. Credits. Index.
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Here's what people are saying about the material in INFLUENCE: Science and Practice:"This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy." -ROGER FISHER, Director, Harvard Negotiation Project, Co-author of "Getting to Yes." "For marketers, it is among the most important books written in the last 10 years." -JOURNAL OF MARKETING RESEARCH"The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row." -GREG RENKER, President, Guthy-Renker"It would be marvelous reading for students taking Social Psychology." -DAVID MYERS, Hope College"The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class." -ALAN J. RESNIK, Portland State University"INFLUENCE should be required reading for all business majors." -JOURNAL OF RETAILING
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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) 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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Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.
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Produktdetaljer

ISBN13
9780321188953
Publisert
2000
Utgave
4. utgave
Utgiver
Vendor
Pearson
Aldersnivå
06, P
Språk
Product language
Engelsk
Format
Product format
Heftet
Sider
262
Vekt
358 gr
Høyde
229 mm
Bredde
153 mm
Tykkelse
14 mm
Se alle