Influence (häftad)
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Format
Häftad (Paperback)
Språk
Engelska
Antal sidor
272
Utgivningsdatum
2008-09-03
Upplaga
5
Förlag
Pearson
Medarbetare
Cialdini, Robert
Illustrationer
illustrations
Dimensioner
229 x 151 x 15 mm
Vikt
290 g
Antal komponenter
1
Komponenter
DISK
ISBN
9780205609994

Influence

Science and Practice

av Robert B Cialdini
Häftad,  Engelska, 2008-09-03
319
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Over 1.5 million copies sold!

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes:

twice as many first hand accounts of how the books principles apply to business and personal lives;

updated coverage of popular culture and new technology; and

more on how compliance principles work in many cultures.

Heres what people are saying aboutINFLUENCE: Science and Practice:

This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.

ROGER FISHER, Director, Harvard Negotiation Project, Co-author, Getting to Yes

Bob Cialdini is the most brilliant student of influence and negotiation Ive encountered. If everything were on the line in a negotiation, I cant think of anyone Id rather have advising me.

TOM PETERS, The Tom Peters Group

This book is the de facto standard to learn the psychology of persuasion. If you dont read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.

GUY KAWASAKI, CEO, Garage.com

His book should be in every sales and marketing persons briefcase and reread frequently.

R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust

Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.
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Here's what people are saying about the material in INFLUENCE: Science and Practice:


This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy. ROGER FISHER, Director, Harvard Negotiation Project, Co-author of Getting to Yes.


For marketers, it is among the most important books written in the last 10 years. JOURNAL OF MARKETING RESEARCH


The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row. GREG RENKER, President, Guthy-Renker


It would be marvelous reading for students taking Social Psychology. DAVID MYERS, Hope College


The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class. ALAN J. RESNIK, Portland State University


INFLUENCE should be required reading for all business majors. JOURNAL OF RETAILING


Övrig information

Robert B. Cialdini is Regents' Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing. He has taught at Stanford University and Harvard's Kennedy School of Government. He has been elected president of the Society of Personality and Social Psychology. He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence. Dr. Cialdini attributes his interest in social influences to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.

Innehållsförteckning

All chapters conclude with Summary and Study Questions.

Preface.
Introduction.

1.Weapons of Influence.

Click, Whirr.

Betting the Shortcut Odd.

The Profiteers.

Jujitsu.

Reader's Report.


2.Reciprocation: The Old Give and Take and Take.

How the Rule Works.

Reciprocal Concessions.

Rejection-Then-Retreat.

Defense.

Reader's Report.


3.Commitment and Consistency: Hobgoblins of the Mind.

Whirring Along.

Commitment Is the Key.

Defense.

Reader's Report.


4.Social Proof: Truths Are Us.

The Principle of Social Proof.

Cause of Death: Uncertain(ty).

Monkey Me, Monkey Do.

Defense.

Reader's Report.


5.Liking: The Friendly Thief.

Making Friends to Influence People.

Why Do I Like You? Let Me List the Reasons.

Conditioning and Association.

Defense.

Reader's Report.


6.Authority: Directed Deference.

The Power of Authority Pressure.

The Allures and Dangers of Blind Obedience.

Connotation Not Content.

Defense.

Reader's Report.


7.Scarcity: The Rule of the Few.

Less Is Best and Loss Is Worst.

Psychological Reactance.

Optimal Conditions.

Defense.

Reader's Report.


8.Instant Influence: Primitive Consent for an Automatic Age.

Primitive Automaticity.

Modern Automaticity.

Shortcuts Shall Be Sacred.


References.
Credits.
Index.

 

 

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