Afbeelding van Influence

Influence

Science and Practice

Engels | Druk: 5th edition | Paperback | 9780205609994

Robert B Cialdini Phd
30,49
5 op 5 sterren
uitgever Pearson Education (Us)
Taal Engels
Bindwijze Paperback
Afmetingen 1 x 1 x 1 cm
Aantal paginas 272 pagina's
Illustraties Nee
Co-auteur Robert Cialdini
Illustrator Nathan Lueth
Co-illustrator Nathan Lueth
Uitgever Pearson Education (Us)
Extra groot lettertype Nee
NUR code 770
Subtitel Science and Practice

Beschrijving product

Influence 5e editie is een boek van Robert B. Cialdini uitgegeven bij Pearson Education (Us). ISBN 9780205609994

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.

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