Influence: Science and Practice / Edition 5

ISBN-13:	9780205609994
Publisher:	Pearson Education
Publication date:	07/29/2008
Series:	Alternative eText Formats Series
Pages:	272
Sales rank:	250,888
Product dimensions:	5.90(w) x 8.90(h) x 0.60(d)
Lexile:	1220L (what's this?)

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.