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Influence: Science and Practice by Robert B. Cialdini (Paperback, 1992)
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Product Description : Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance ie uncovering which factors cause one person to say yes to anothers request By combining evidence from two relevant but very different arenas the realm of controlled research and the working world of influence professionals this book looks at this issue in terms of six basic principles of psychology one to a chapter These principles direct human behaviour and are therefore extremely powerful reciprocation consistency social validation liking authority and scarcity This text is a supplement for courses in introductor psychology social psychology management sales marketing and persuasion
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Product Information
Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say yes to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.Product Identifiers
PublisherPearson Education (Us)
ISBN-139780673467515
eBay Product ID (ePID)89402960
Product Key Features
Number of Pages253 Pages
Publication NameInfluence: Science and Practice
LanguageEnglish
Publication Year1992
TypeTextbook
Subject AreaSocial Psychology, Experimental Psychology
AuthorRobert B. Cialdini
FormatPaperback
Dimensions
Item Height233 mm
Item Weight360 g
Item Width154 mm
Additional Product Features
Country/Region of ManufactureUnited States
Title_AuthorRobert B. Cialdini
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- 19 Nov, 2019
Excellent insights into marketing psychology
As soon as you start reading this book you'll find it so, so difficult to put down. Wonderfully written with brilliant insights on how psychology is used to influence people whether you knew it or notVerified purchase: YesCondition: Pre-owned
