Specifications
| Publisher | HarperCollins Publishers Inc |
| ISBN 13 | 9780061241895 |
| ISBN 10 | 006124189X |
| Book Subtitle | The Psychology Of Persuasion |
| Book Description | The widely adopted, now classic book on influence and persuasiona major national and international bestseller with more than four million copies sold!In this highly acclaimedNew York Timesbestseller, Dr. Robert B. Cialdinithe seminal expert in the field of influence and persuasionexplains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations.Youll learn the six universal principles of influence and how to use them to become a skilled persuaderand, just as importantly, how to defend yourself against dishonest influence attempts:Reciprocation: The internal pull to repay what another person has provided us.Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions.Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. And the more, people undertaking that action, the more we consider that action correct.Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them.Authority: We are more likely to say yes to others who are authorities, who carry greater knowledge, experience or expertise.Scarcity: We want more of what is less available or dwindling in availability.Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdinis 35 years of evidence-based, peer-reviewed scientific researchas well as by a three-year field study on what moves people to change behaviorInfluenceis a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others. |
| Editorial Review | For marketers, this book is among the most important books written in the last ten years. Journal of marketing research influence should be required reading for all business majors. Journal of retailing this book will strike chords deep in the hearts and psyches of all of us. Best sellers magazine the material in Cialdini's influence is a proverbial gold mine. Journal of social and clinical psychology, |
| About the Author | Robert B. Cialdini, Ph.D. holds dual appointments at Arizona State University. He is a W. P. Carey distinguished professor of marketing and regents' professor of psychology, and has been named distinguished graduate research professor. Dr. Cialdini is also president of influence at work, an international training and consulting company based on his groundbreaking body of research on the ethical business applications of the science of influence. |
| Language | English |
| Parental Rating | 17+ |
| Author | Robert B Cialdini |
| Language | English |
| Publication Date | 43921 |
| Number of Pages | 336 |
Influence Paperback English by Robert B Cialdini - 43921
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