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by Robert B. Cialdini and R.B. Cialdini
FORMAT: Paperback
ISBN: 9780673467515
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ISBN: 9780673467515
Category: Social, Group Or Collective Psychology
Format: Paperback
Publication Date: 1992-12-28
Publisher: Longman
Illustrations: index
Country of origin: United Kingdom
Edition: 3rd Revised edition
Pages: 253
Dimensions (mm): 250x155x13mm
Weight: 360g
Influence: Science And Practice
Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say yes to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.
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