LEADER 02818nam 2200553za 450 001 9910153097703321 005 20230120041607.0 010 $a9781292035499 (e-book) 010 $a9781292022291 (pbk.) 035 $a(MiAaPQ)EBC5173775 035 $a(MiAaPQ)EBC5175733 035 $a(MiAaPQ)EBC5137540 035 $a(MiAaPQ)EBC5832727 035 $a(CKB)2550000001126536 035 $a(OCoLC)1390972914 035 $a(FINmELB)ELB223356 035 $a(EXLCZ)992550000001126536 100 $a20210429d2014 uy 0 101 0 $aeng 135 $aurcn|nnn||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aInfluence $escience and practice /$fRobert B. Cialdini 205 $a5th ed. 205 $aPearson new international ed. 210 $aHarlow $cPearson$d2014 210 1$aHarlow, England :$cPearson,$d2014. 210 4$dİ2014 215 $a1 online resource (ii, 268 p.) $cill 225 1 $aAlways Learning 311 $a1-292-02229-9 311 $a1-299-95948-2 320 $aIncludes bibliographical references at the end of each chapters and index. 327 $a1. 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. 330 $aInfluence: Science and Practiceis an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say ?yes? to another's request). Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say ?yes.? Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. 410 0$aAlways learning. 606 $aPersuasion (Psychology) 606 $aInfluence (Psychology) 608 $aLibros electro?nicos. 615 0$aPersuasion (Psychology) 615 0$aInfluence (Psychology) 676 $a153.852 700 $aCialdini$b Robert B$0144324 801 0$bFINmELB 801 1$bFINmELB 912 $a9910153097703321 996 $aInfluence$930654 997 $aUNINA