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Influence: Science and Practice

BS12997967
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  • Real-life examples illustrate how easily and frequently the influence process occurs in everyday life.
  • Includes citations from both recent and classic research.
  • Describes how to resist unwanted influence attempts.
  • Study Questions and Critical Thinking Items provide students with additional learning support.
  • Well known and influential author speaks frequently on “The Power of Ethical Influence” to such organizations as IBM, the Mayo Clinic, and NATO..Updated coverage of social influence effects in popular culture, such as the contagion of obesity among the young and the contagion of violence in such tragedies as the Virginia Tech and Northern Illinois mass killings.
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Beschreibung
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.
Eigenschaften
Abmessungen
22.61 x 15.24 x 1.52 cm
Auflage
5.
Erscheinungstermin
29. Juli 2008
Formatieren
Taschenbuch
ISBN-10
9780205609994
ISBN-13
978-0205609994
Sprache
Englisch
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