Name: Influence: Science and Practice
Price: 2143.00 TWD
Availability: InStock
Author: Cialdini, Robert
ISBN: 9780205609994

Type

Physical Book

Author

Robert Cialdini

Publisher

Pearson

Year

2008

Language

English

Pages

260

Format

Paperback

Dimensions

22.6 x 15.2 x 1.5 cm

Weight

0.29 kg.

ISBN

0205609996

ISBN13

9780205609994

Edition No.

0005

Synopsis "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). 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.

Robert Cialdini

(Author)

View Author's Page

Robert B. Cialdini (Wisconsin in 1945), is an American psychologist, researcher, and writer, widely recognized for his studies on persuasion and influence. Considered a global authority in applied social psychology, his ideas have had a huge impact on the world of marketing, politics, and communication. Cialdini has been a professor at Arizona State University and has received multiple academic distinctions for his research and dissemination work. His work has influenced both the academic and business realms, helping to understand how people make decisions and how they can be ethically guided. His most influential work is Influence: The Psychology of Persuasion, published in 1984, where he presents six key principles of persuasion that have become a mandatory reference.

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