Influence: Science and Practice | Taschenbuch

Cover: 9781292022291 | Influence: Science and Practice | Robert Cialdini (u. a.) | Buch

Dekorationsartikel gehören nicht zum Leistungsumfang.

Sprache: Englisch

74,70 €

inkl. MwSt.

Versandkostenfrei per Post / DHL

Lieferzeit 4-7 Werktage

Kategorien:

Beschreibung

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.

Inhaltsverzeichnis

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.Instant Influence: Primitive Consent for an Automatic Age.

Primitive Automaticity.

Modern Automaticity.

Shortcuts Shall Be Sacred.

8.Scarcity: The Rule of the Few.

Less Is Best and Loss Is Worst.

Psychological Reactance.

Optimal Conditions.

Defense.

Reader's Report.

References.
Credits.
Index.

Details

Erscheinungsjahr:	2013
Fachbereich:	Grundlagen (Methodik & Statistik)
Genre:	Importe , Psychologie
Rubrik:	Geisteswissenschaften
Medium:	Taschenbuch
Inhalt:	Kartoniert / Broschiert
ISBN-13:	9781292022291
ISBN-10:	1292022299
Sprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	Cialdini, Robert Cialdini, Robert B.
Auflage:	5. Auflage
Hersteller:	Pearson Pearson Business Pearson Education Limited
Verantwortliche Person für die EU:	Pearson, St.-Martin-Str. 82, D-81541 München, salesde@pearson.com
Maße:	276 x 216 x 15 mm
Von/Mit:	Robert Cialdini (u. a.)
Erscheinungsdatum:	23.07.2013
Gewicht:	0,682 kg