Influence: Science and Practice: United States Edition - Tapa blanda

Cialdini PhD, Robert B.

 
9780321011473: Influence: Science and Practice: United States Edition
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ISBN 10: 0321011473 ISBN 13: 9780321011473
Editorial: Pearson, 2000

Sinopsis

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.

"Sinopsis" puede pertenecer a otra edición de este libro.

Acerca del autor

Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.

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

Editorial
Pearson
Año de publicación
2000
Idioma
Inglés
ISBN 10 
0321011473
ISBN 13 
9780321011473
Encuadernación
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Número de páginas
262
Contacto del fabricante
no disponible
Persona responsable
Riccardo Bacigalupo
riccardo.bacigalupo@sanoma.it

Sanoma Italia Via Arconati, 1 �
Milano
20135
Italia

Otras ediciones populares con el mismo título

9781728778488: Influence (Marshall Law)

Edición Destacada

ISBN 10:  1728778484 ISBN 13:  9781728778488
Editorial: Independently published, 2018
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