Influence: Science and Practice - Softcover

Cialdini PhD, Robert B.

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

Inhaltsangabe

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.

Die Inhaltsangabe kann sich auf eine andere Ausgabe dieses Titels beziehen.

Verlag
Pearson
Erscheinungsdatum
1992
Sprache
Englisch
ISBN 10 
0673467511
ISBN 13 
9780673467515
Einband
Taschenbuch
Auflage
3
Anzahl der Seiten
253
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
Riccardo Bacigalupo
riccardo.bacigalupo@sanoma.it

Sanoma Italia Via Arconati, 1 �
Milano
20135
Italien

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