Influence: Science and Practice
Cialdini, Robert
ISBN 10: 0205609996 ISBN 13: 9780205609994
Editorial: Allyn and Bacon, 2008
Usado
Encuadernación de tapa blanda
Librería:
Goodwill, Brooklyn Park, MN, Estados Unidos de America
Calificación del vendedor: 4 de 5 estrellas
Vendedor de AbeBooks desde 26 de junio de 2006
Este artículo en concreto ya no está disponible.
Descripción
Descripción:
All pages and cover are intact including the dust cover, if applicable . Spine may show signs of wear. Pages may include limited notes and highlighting. May include "From the library of" labels. Shrink wrap, dust covers, or boxed set case may be missing. Item may be missing bundled media. N° de ref. del artículo 2Y6JCA007B21_ns
Sinopsis:
Influence: Science and Practiceis 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.
Acerca del autor:
Robert B. Cialdini is Regents’ Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing. He has taught at Stanford University and Harvard’s Kennedy School of Government. He has been elected president of the Society of Personality and Social Psychology. He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence.
Dr. Cialdini attributes his interest in social influences 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.
Detalles bibliográficos
Título: Influence: Science and Practice
Editorial: Allyn and Bacon
Año de publicación: 2008
Encuadernación: Encuadernación de tapa blanda
Condición: good
Edición: 5ª Edición o Posterior