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Einfluss: Wissenschaft und Praxis von Robert Cialdini: Neu-
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eBay-Artikelnr.:402776453707
Artikelmerkmale
- Artikelzustand
- Book Title
- Influence: Science and Practice
- Publication Date
- 2008-07-29
- Edition Number
- 5
- Pages
- 272
- ISBN
- 9780205609994
Über dieses Produkt
Product Identifiers
Publisher
Pearson Education
ISBN-10
0205609996
ISBN-13
9780205609994
eBay Product ID (ePID)
63323669
Product Key Features
Number of Pages
272 Pages
Language
English
Publication Name
Influence : Science and Practice
Subject
Skills, General, Management
Publication Year
2008
Type
Textbook
Subject Area
Business & Economics, Psychology
Format
Trade Paperback
Dimensions
Item Height
0.8 in
Item Weight
12.6 Oz
Item Length
8.9 in
Item Width
6 in
Additional Product Features
Edition Number
5
Intended Audience
College Audience
LCCN
2008-020078
Dewey Edition
21
Reviews
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, 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
Illustrated
Yes
Dewey Decimal
153.8/52
Table Of Content
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.
Synopsis
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.
LC Classification Number
BF774.C53 2009
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Produktbewertungen & Rezensionen
Relevanteste Rezensionen
- 24. Apr. 2019
A book about how people influence others, both intentionally and unknowingly.
Bestätigter Kauf: JaZustand: NeuVerkauft von: nutella05
- 24. Mär. 2020
Good read, indeed!
Bestätigter Kauf: JaZustand: GebrauchtVerkauft von: thrift.books
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AlibrisBooks
98,6% positive Bewertungen•1,9 Mio. Artikel verkauft
Angemeldet als gewerblicher Verkäufer
Verkäuferbewertungen (515.247)
- m***m (2311)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufI’m thrilled with my recent purchase . The website was user-friendly, and the product descriptions were accurate. Customer service was prompt and helpful, answering all my questions. My order arrived quickly, well-packaged, and the product exceeded my expectations in quality. I’m impressed with the attention to detail and the overall experience. I’ll definitely shop here again and highly recommend from this seller to others. Thank you for a fantastic experience!
- a***n (53)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufMistakenly ordered a paperback that I thought was a hardcover, not sellers fault; it was described properly on the listing. Seller still processed a refund the day I went to return the item and let me keep the item anyway. A+++ service. Book arrived quickly in great condition and for a great price. Thank you so much! Amazing seller!
- n***c (96)- Bewertung vom Käufer.Letzte 6 MonateBestätigter Kaufseller was communicative about my shipment, media mail took a while and tracking wasn't updated frequently, but seller communicated to me very quickly on status. the item came new and wrapped as described, though the packaging in it was packed wasn't sturdy and falling apart when it got to me.