Influence: Science and Practice - Tapa blanda

Cialdini PhD, Robert B.

 
9780673467515: Influence: Science and Practice
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ISBN 10: 0673467511 ISBN 13: 9780673467515
Editorial: Pearson, 1992

Sinopsis

Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say "yes" to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.

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Reseña del editor

Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say "yes" to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.

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

Editorial
Pearson
Año de publicación
1992
Idioma
Inglés
ISBN 10 
0673467511
ISBN 13 
9780673467515
Encuadernación
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Número de páginas
253
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

9781886746763: Influence: Science and Practice

Edición Destacada

ISBN 10:  1886746761 ISBN 13:  9781886746763
Editorial: Talman Co, 1996
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