Imagen del editor

Influence: Science and Practice (5th Edition)

Cialdini, Robert B.

Editorial: Allyn and Bacon, 2008
ISBN 10: 0205609996 / ISBN 13: 9780205609994
Nuevos / Soft cover / Cantidad: > 20
Librería: Palexbooks (Sanford, NC, Estados Unidos de America)
Disponible en otras librerías
Ver todos  los ejemplares de este libro
Añadir al carrito
Precio recomendado:
Precio: EUR 44,13
Convertir moneda
Gastos de envío: EUR 2,76
A Estados Unidos de America
Destinos, gastos y plazos de envío

Guardar para más tarde

Sobre el libro

Detalles bibliográficos

Título: Influence: Science and Practice (5th Edition...

Editorial: Allyn and Bacon

Año de publicación: 2008

Encuadernación: Soft cover

Condición del libro: New


Brand new! Please provide a physical shipping address. N° de ref. de la librería 9780205609994

Sobre este título:

Valoración del libro brindada por GoodReads:
4,16 valoración promedio
(44.781 valoraciones)


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.


Over 1.5 million copies sold!

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes:

?  twice as many first hand accounts of how the book?s principles apply to business and personal lives;

?  updated coverage of popular culture and new technology; and

?  more on how compliance principles work in many cultures.


Here?s what people are saying about 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, Getting to Yes


 ?Bob Cialdini is the most brilliant student of influence and negotiation I?ve encountered. If everything were on the line in a negotiation, I can?t think of anyone I?d rather have advising me.?

?TOM PETERS, The Tom Peters Group


?This book is the de facto standard to learn the psychology of persuasion. If you don?t read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.?



?His book should be in every sales and marketing person?s briefcase and reread frequently.?

?R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust



Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents? Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.


"Sobre este título" puede pertenecer a otra edición de este libro.

Librería y condiciones de venta

Opciones de pago

Esta librería acepta las siguientes opciones de pago:

  • American Express
  • Carte Bleue
  • MasterCard
  • PayPal
  • Visa

[Buscar en el catálogo de esta librería]

[Todos los libros de esta librería]

[Hacer una pregunta a la librería]

Librería: Palexbooks
Dirección: Sanford, NC, Estados Unidos de America

Librería en AbeBooks desde: 4 de enero de 2012
Valoración librería: Valoración 4 estrellas

Condiciones de venta:

We guarantee the condition of every book as it's described on the Abebooks web sites. If
you're dissatisfied with your purchase (Incorrect Book/Not as Described/Damaged) or if the
order hasn't arrived, you're eligible for a refund within 30 days of the estimated delivery
date. If you've changed your mind about a book that you've ordered, please use the Ask
bookseller a question link to contact us and we'll respond within 2 business days.

54391 Village Center Drive
No 53
Idyllwild, CA ...

[Más información]

Condiciones de envío:

Orders usually ship within 3 business days.

Descripción de la librería: Established in 2010, Palexbooks is a US-based distributer of textbooks from major publishing houses such as Pearson Education, McGraw-Hill, and Harper Collins.