Influence Science and Practice

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  • Engels
  • Paperback
  • 9780205609994
  • 03 september 2008
  • 260 pagina's
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Samenvatting

Over 1.5 million copies sold!

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes:

• twice as many first hand accounts of how the book’s principles apply to business and personal lives;

• updated coverage of popular culture and new technology; and

• more on how compliance principles work in many cultures.

Here’s what people are saying about INFLUENCE: Science and Practice:

“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.”

–ROGER FISHER, Director, Harvard Negotiation Project, Co-author, Getting to Yes

“Bob Cialdini is the most brilliant student of influence and negotiation I’ve encountered. If everything were on the line in a negotiation, I can’t think of anyone I’d rather have advising me.”

–TOM PETERS, The Tom Peters Group

“This book is the de facto standard to learn the psychology of persuasion. If you don’t read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.”

–GUY KAWASAKI, CEO, Garage.com

“His book should be in every sales and marketing person’s briefcase and reread frequently.”

–R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust

Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents’ Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence 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.



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.

Productspecificaties

Inhoud

Taal
en
Bindwijze
Paperback
Oorspronkelijke releasedatum
03 september 2008
Aantal pagina's
260
Illustraties
Nee

Betrokkenen

Hoofdauteur
Robert B Cialdini Phd
Tweede Auteur
Robert Cialdini
Co Auteur
Robert B. Cialdini
Hoofdillustrator
Nathan Lueth
Tweede Illustrator
Nathan Lueth
Hoofduitgeverij
Pearson

Vertaling

Originele titel
Influence

Overige kenmerken

Editie
5
Extra groot lettertype
Nee
Product breedte
152 mm
Product hoogte
13 mm
Product lengte
235 mm
Studieboek
Ja
Verpakking breedte
151 mm
Verpakking hoogte
14 mm
Verpakking lengte
230 mm
Verpakkingsgewicht
308 g
eWaste
Nee

EAN

EAN
9780205609994

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    Een must read voor iedereen in de marketing of psychologie branche

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