INFLUENCE 5/E

Science and Practice

Omschrijving

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.
Gratis verzending vanaf
€ 19,95 binnen Nederland
Schrijver
Cialdini, Robert B.
Titel
INFLUENCE 5/E
Uitgever
ALLYN & BACON
Jaar
2008
Taal
Engels
Pagina's
260
Gewicht
311 gr
EAN
9780205609994
Afmetingen
235 x 152 x 13 mm
Bindwijze
Paperback

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