INFLUENCE SCIENCE AND PRACTICE (PAPERBACK, UNITED STATES IN CAPE TOWN
This item is sold brand new. It is ordered on demand from our supplier and is usually dispatched within 7 - 11 working days 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. Features Summary In his bestselling book, Cialdini, former salesperson, fundraiser, and advertiser, examines the science and practice of compliance. Widely used in classes... Author Robert B. Cialdini Publisher Allyn & Bacon Release date Pages 260 ISBN ISBN
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R 336,00
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