Cialdini presents 272 pages of quality guidance, which is 10 pages added to its preceding print from approximately eight years ago: Influence 4th Edition from 2000. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.įirst available in July 2008 by Pearson, this copy of Influence by Robert B. 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. uncovering which factors cause a person to say “yes” to another's request). Influence: Science and Practice is an examination of the psychology of compliance (i.e.
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