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Influence : Science and Practice Paperback Robert B. Cialdini
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A book that has been read and does not look new, but is in excellent condition. No obvious damage to the book cover, with the dust jacket (if applicable) included for hard covers. No missing or damaged pages, no creases or tears, no underlining or highlighting of text, and no writing in the margins. Some identifying marks on the inside cover, but this is minimal. Very little wear and tear. See the seller’s listing for full details and description of any imperfections.
- Buy it nowInfluence : Science and Practice Paperback Robert B. Cialdini
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Located in: Rochester, New York, United States
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eBay item number:286473788328
Item specifics
- Condition
- Book Title
- Influence : Science and Practice Paperback Robert B. Cialdini
- ISBN
- 9780321011473
About this product
Product Identifiers
Publisher
Allyn & Bacon, Incorporated
ISBN-10
0321011473
ISBN-13
9780321011473
eBay Product ID (ePID)
219069
Product Key Features
Number of Pages
262 Pages
Language
English
Publication Name
Influence : Science and Practice
Subject
General
Publication Year
2000
Features
Revised
Type
Textbook
Subject Area
Psychology
Format
Trade Paperback
Dimensions
Item Height
0.6 in
Item Weight
12.8 Oz
Item Length
9 in
Item Width
6 in
Additional Product Features
Edition Number
4
Intended Audience
College Audience
LCCN
00-026647
Reviews
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
Dewey Edition
21
Illustrated
Yes
Dewey Decimal
153.8/52
Table Of Content
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.
Edition Description
Revised edition
Synopsis
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., 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. Have you ever found yourself saying yes to a telemarketer or to a child selling candy and then wonder why you have just agreed to subscribe to a magazine that you really arent interested in or to buy a candy bar that you really dont want? In this revised, updated, and expanded book, not only will you find out what techniques were used to get you to say yes, but you will also learn some worthwhile ways to defend yourself from future requests., 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.
LC Classification Number
BF774.C53 2001
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- i***9 (43)- Feedback left by buyer.Past 6 monthsVerified purchaseThe item was as described and was clean of any defects.Douglas Adams The Hitch-Hiker's Guide to the Galaxy The Complete Collection New (#286473753861)
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- b***u (97)- Feedback left by buyer.Past yearVerified purchaseItem received as described and enjoying my dairyHardcover Black Notebook Journal with 150 Ruled Pages 5.5 x 3.5 Small 2-Pack (#284982711126)