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- Product code: 15468
- ISBN: 0321188950,
ISBN13: 9780321188953,
262 pages, paperback
Published by Addison Wesley on 2002
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Description of Influence |
'This book has been a best-seller through two previous editions.'
How does this information make you feel about the book?
If, even for a moment, you thought that a proven and popular text might be one you would be interested in, you may have fallen under the influence of a potent principle of influence - in this case, the principle of social proof.
In this third edition of Influence: Science and Practice, Robert B Cialdini has once again combined his talents as a wonderful writer and an astute researcher to create a thorough, up-to-date exploration of the psychology of compliance and persuasion. Evidence from the diverse, yet completely relevant arenas of controlled research and the working world of influence professionals is examined in light of six basic (and very powerful) principles of psychology that direct human behavior: reciprocation, consistency, social proof, liking, authority and scarcity.
The ideal supplement for students of psychology, management, sales, marketing and persuasion, and a fascinating read for anyone interested in the power and tactics of influence, this text demonstrates how influence affects our daily lives and offers 'defense' sections that show how to resist undue influence.
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Contents of Influence |
Introduction
1.Weapons of Influence
2.Reciprocation: The Old Give and Take - and Take
3.Commitment and Consistency: Hobgoblins of the Mind
4.Social Proof: Truths Are Us
5.Liking: The Friendly Thief
7.Authority: Directed Deference
8.Scarcity: The Rule of the Few
9.Instant Influence: Primitive Consent for an Automatic Age
References
Credits
Index
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