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Influence: Science and Practice (5th Edition) |  | Author: Robert B. Cialdini
Publisher: Prentice Hall
Category: Book
List Price: $25.60
Buy Used: $9.74
as of 2/7/2012 21:52 EST details
You Save: $15.86 (62%)
New (61) Used (86) from $9.74
Seller: derbycitytextbooks
Sales Rank: 1,408
Media: Paperback
Edition: 5
Pages: 272
Number Of Items: 1
Shipping Weight (lbs): 0.8
Dimensions (in): 9 x 6.1 x 0.6
ISBN: 0205609996
Dewey Decimal Number: 153.852
EAN: 9780205609994
ASIN: 0205609996
Publication Date: August 8, 2008
Availability: Usually ships in 1-2 business days
Condition: Cover is extremely shelf-worn and has stickers. Book has excessive highlighting throughout.
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| • | ISBN13: 9780205609994 | | • | Condition: New | | • | Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold! |
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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.
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