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Influence: Science and Practice by Robert Cialdini: New
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Item specifics
- Condition
- Book Title
- Influence: Science and Practice
- Publication Date
- 2008-07-29
- Edition Number
- 5
- Pages
- 272
- ISBN
- 9780205609994
About this product
Product Identifiers
Publisher
Pearson Education
ISBN-10
0205609996
ISBN-13
9780205609994
eBay Product ID (ePID)
63323669
Product Key Features
Number of Pages
272 Pages
Publication Name
Influence : Science and Practice
Language
English
Publication Year
2008
Subject
Marketing / General, General, Management, Negotiating
Type
Textbook
Subject Area
Business & Economics, Psychology
Format
Trade Paperback
Dimensions
Item Height
0.8 in
Item Weight
12.6 Oz
Item Length
8.9 in
Item Width
6 in
Additional Product Features
Edition Number
5
Intended Audience
College Audience
LCCN
2008-020078
Reviews
Here's what people are saying about the material in INFLUENCE: Science and Practice : "This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy." -ROGER FISHER, Director, Harvard Negotiation Project, Co-author of "Getting to Yes." "For marketers, it is among the most important books written in the last 10 years." -JOURNAL OF MARKETING RESEARCH "The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row." -GREG RENKER, President, Guthy-Renker "It would be marvelous reading for students taking Social Psychology." -DAVID MYERS, Hope College "The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class." -ALAN J. RESNIK, Portland State University "INFLUENCE should be required reading for all business majors." -JOURNAL OF RETAILING, Here's what people are saying about the material in INFLUENCE: Science and Practice : "This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy." ROGER FISHER, Director, Harvard Negotiation Project, Co-author of "Getting to Yes." "For marketers, it is among the most important books written in the last 10 years." JOURNAL OF MARKETING RESEARCH "The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row." GREG RENKER, President, Guthy-Renker "It would be marvelous reading for students taking Social Psychology." DAVID MYERS, Hope College "The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class." ALAN J. RESNIK, Portland State University "INFLUENCE should be required reading for all business majors." JOURNAL OF RETAILING
Dewey Edition
21
Illustrated
Yes
Dewey Decimal
153.8/52
Table Of Content
All chapters conclude with "Summary" and "Study Questions." Preface. Introduction. 1.Weapons of Influence. Click, Whirr. Betting the Shortcut Odd. The Profiteers. Jujitsu. Reader's Report. 2.Reciprocation: The Old Give and Take ... and Take. How the Rule Works. Reciprocal Concessions. Rejection-Then-Retreat. Defense. Reader's Report. 3.Commitment and Consistency: Hobgoblins of the Mind. Whirring Along. Commitment Is the Key. Defense. Reader's Report. 4.Social Proof: Truths Are Us. The Principle of Social Proof. Cause of Death: Uncertain(ty). Monkey Me, Monkey Do. Defense. Reader's Report. 5.Liking: The Friendly Thief. Making Friends to Influence People. Why Do I Like You? Let Me List the Reasons. Conditioning and Association. Defense. Reader's Report. 6.Authority: Directed Deference. The Power of Authority Pressure. The Allures and Dangers of Blind Obedience. Connotation Not Content. Defense. Reader's Report. 7.Scarcity: The Rule of the Few. Less Is Best and Loss Is Worst. Psychological Reactance. Optimal Conditions. Defense. Reader's Report. 8.Instant Influence: Primitive Consent for an Automatic Age. Primitive Automaticity. Modern Automaticity. Shortcuts Shall Be Sacred. References. Credits. Index.
Synopsis
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.
LC Classification Number
BF774.C53 2009
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Seller Feedback (514,050)
- 8***1 (43)- Feedback left by buyer.Past monthVerified purchaseGreat condition and appearance. Quality is A-#1. Shipping was quick and the item was priced at a great value. Glad to do business with them.
- k***a (111)- Feedback left by buyer.Past monthVerified purchaseGreat transaction. Couldn’t have been better. Can’t wait to see this movie again. It’s been years!
- a***0 (204)- Feedback left by buyer.Past monthVerified purchaseQuite satisfied with this purchase. I have bought from this seller before and I will buy from this seller again.