Influence: Science and Practice (5th Edition)

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  • Allyn Bacon
  • ASIN: 0205609996
Author: Robert B. Cialdini
Binding: Paperback
Brand: Allyn Bacon
  • CatalogNumberListElement=
  • EAN: 9780205609994
  • EANListElement=
  • Edition: 5th
    Feature: Allyn Bacon
    IsAdultProduct: 0
    ISBN: 0205609996
  • Height= 890
  • Length= 590
  • Weight= 85
  • Width= 50
  • Label: Allyn and Bacon
    Manufacturer: Allyn and Bacon
    MPN: 9780205609994
    NumberOfItems: 1
    NumberOfPages: 272
  • Height= 60
  • Length= 900
  • Weight= 85
  • Width= 590
  • PackageQuantity: 1
    PartNumber: 9780205609994
    ProductGroup: Book
    ProductTypeName: ABIS_BOOK
    PublicationDate: 2008-08-08
    Publisher: Allyn and Bacon
    SKU: NEW-EARTH-05595
    Studio: Allyn and Bacon
    Title: Influence: Science and Practice (5th Edition)
    UPC: 035222222480
  • UPCListElement= 035222222480
  • Product Description

    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.