Influence: Science and PracticeAllyn and Bacon, 2001 - 262 sider 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) and is 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 other positions, inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in graduate and undergraduate psychology and management 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. New Reader's Reports are included in the Fourth Edition and illustrate how readers have used one of the principles or have had a principle of influence used on them. |
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action advertising American Angela Lansbury Arizona Republic asked attractive authority automatic Bad Cop behavior boys Bufferin bystanders cause chapter cheep-cheep Chinese choice cial commitment compliance professionals comply concession consistency cookies customers decision effect example experiment experimental exploited favor feel foot-in-the-door technique Freedman Guyana increase individuals initial instance Interpersonal attraction Joe Girard Jonestown Journal of Personality Krishna laugh tracks learned look low-ball Milgram never offer once percent Personality and Social pluralistic ignorance pressures principle of social procedure produce psychological reactance purchase question reactance reaction READER'S REPORT reason reciprocity rule rejection-then-retreat technique request response salesperson Sara scarcity principle shortcut similar situation social evidence social proof Social Psychology someone strategy subjects suicide stories tactic tendency things tion Tupperware victim weapons of influence whirr