Influence Science and Practice 5th Edition Cialdini Test Bank
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Influence Science and Practice 5th Edition Cialdini Test Bank
Product details:
- ISBN-10 : 9780205609994
- ISBN-13 : 978-0205609994
- Author: Robert Cialdini
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.
Table contents:
Chapter 1. Weapons of Influence
Chapter 2. Reciprocation: The Old Give and Take … and Take
Chapter 3. Commitment and Consistency: Hobgoblins of the Mind
