Influence by Robert B Cialdini
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.| SKU | Unavailable |
| ISBN 13 | 9780673467515 |
| ISBN 10 | 0673467511 |
| Title | Influence |
| Author | Robert B Cialdini Phd |
| Condition | Unavailable |
| Binding Type | Paperback |
| Publisher | Pearson Education (US) |
| Year published | 1992-12-28 |
| Number of pages | 253 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |