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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
Publication Name
Influence : Science and Practice
Language
English
Publication Year
2008
Subject
Marketing / General, General, Management
Type
Textbook
Subject Area
Psychology, Business & Economics
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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- a***a (346)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufThis hardback book is of the highest quality, has a fine appearance , arrived in perfect condition, and is an excellent value. On what I was not asked about this time, communicating with the seller would have required using email outside of the eBay system, because they do not accept eBay messages, the book was well packed in a purpose-designed cardboard box, the shipping was faster than I expected for the bound media rate, and the book was exactly as described and pictured.Tameshigiri - The History and Development of Japanese Sword Testing by Sesko (Nr. 282906424466)
- r***w (213)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufItem was lost in delivery- but after some communication, seller was understanding and provided a refund. I ordered another and had it sent elsewhere. My main issue was that it felt as if I was getting automated responses at first!! Please have humans review human inquiries!! It was painstaking explaining the situation to an A.I. who only repeats unhelpful replies. Thanks again!! Otherwise. Great price! Great seller!
- a***o (684)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufBook is like new as described (remainder). Price was fair Shipping time was quick, but one problem is the packaging. It was simply put in a big brown envelope (too big for the mailbox) with no inner packing i.e no plastic wrapping inside to protect the book. The book was left outside our door in the rain while we were out and the envelope was soaked. When we dried the package and opened it the back of the dust jacket was wet. I suggest the seller use some inner package packing to the protect it
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
98,5% positive Bewertungen•1,9 Mio. Artikel verkauft
Angemeldet als gewerblicher Verkäufer
Verkäuferbewertungen (502.922)
- a***a (346)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufThis hardback book is of the highest quality, has a fine appearance , arrived in perfect condition, and is an excellent value. On what I was not asked about this time, communicating with the seller would have required using email outside of the eBay system, because they do not accept eBay messages, the book was well packed in a purpose-designed cardboard box, the shipping was faster than I expected for the bound media rate, and the book was exactly as described and pictured.Tameshigiri - The History and Development of Japanese Sword Testing by Sesko (Nr. 282906424466)
- r***w (213)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufItem was lost in delivery- but after some communication, seller was understanding and provided a refund. I ordered another and had it sent elsewhere. My main issue was that it felt as if I was getting automated responses at first!! Please have humans review human inquiries!! It was painstaking explaining the situation to an A.I. who only repeats unhelpful replies. Thanks again!! Otherwise. Great price! Great seller!
- a***o (684)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufBook is like new as described (remainder). Price was fair Shipping time was quick, but one problem is the packaging. It was simply put in a big brown envelope (too big for the mailbox) with no inner packing i.e no plastic wrapping inside to protect the book. The book was left outside our door in the rain while we were out and the envelope was soaked. When we dried the package and opened it the back of the dust jacket was wet. I suggest the seller use some inner package packing to the protect it