Influence: Science and Practice

Influence: Science and Practice

• Weapons Of Influence -- Reciprocation : The Old Give And Take...and Take -- Commitment And Consistency : Hobgoblins Of The Mind -- Social Proof : Truths Are Us -- Liking : The Friendly Thief -- Authority : Directed Deference -- Scarcity : The Rule Of The Few -- Instant Influence : Primitive Consent For An Automatic Age. Robert B. Cialdini. Includes Bibliographical References (p. 241-256) And Index.
• Author: Cialdini, Robert B..
• Publisher: Allyn & Bacon
• Pages: 262
• Publication Date: 2000-07-09T00:00:01Z
• Edition: 4
• Binding: Paperback
• MSRP: 26
• ISBN13: 9780321011473
• ISBN: 0321011473
• Language: en_US
• Quality Rating: 1
• "Book cover image may be different than what appears on the actual book."

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.