02818nam 2200553za 450 991015309770332120230120041607.09781292035499 (e-book)9781292022291 (pbk.)(MiAaPQ)EBC5173775(MiAaPQ)EBC5175733(MiAaPQ)EBC5137540(MiAaPQ)EBC5832727(CKB)2550000001126536(OCoLC)1390972914(FINmELB)ELB223356(EXLCZ)99255000000112653620210429d2014 uy 0engurcn|nnn|||||txtrdacontentcrdamediacrrdacarrierInfluence science and practice /Robert B. Cialdini5th ed.Pearson new international ed.Harlow Pearson2014Harlow, England :Pearson,2014.©20141 online resource (ii, 268 p.) illAlways Learning1-292-02229-9 1-299-95948-2 Includes bibliographical references at the end of each chapters and index.1. Weapons of influence -- 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 -- 6. Authority: directed deference -- 7. Instant influence: primitive consent for an automatic age -- 8. Scarcity: the rule of the few -- Index.Influence: Science and Practiceis 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.Always learning.Persuasion (Psychology)Influence (Psychology)Libros electrónicos.Persuasion (Psychology)Influence (Psychology)153.852Cialdini Robert B144324FINmELBFINmELB9910153097703321Influence30654UNINA