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Influence: Science And Practice (5Th Edition)
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 positi...
Paperback: 272 pages
Publisher: Allyn and Bacon; 5th edition (August 8, 2008)
Product Dimensions: 6 x 0.6 x 9 inches
Amazon Rank: 9589
Format: PDF ePub djvu ebook
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. ISBN-13 978-0205609
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“As an author of books on selling, I keep an eye out for the best books on sales and sales psychology. This book is a game changer.In reply to the few one star reviews...It has been stated in the uncharitable reviews, that the entire content of the bo...”
ns 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.