{"product_id":"influence-science-and-practice","title":"Influence: Science and Practice","description":"\u003ctable align=\"center\" border=\"0\" cellpadding=\"2\" cellspacing=\"0\" width=\"100%\"\u003e\n\u003ctr\u003e\n\u003ctd class=\"productDetailSmallElements\"\u003e\n\u003cp\u003e\n\u003cstrong\u003eMarc Notes\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\tIncludes bibliographical references and index.\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eBrief Description\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\tPraised for enjoyable writing, practical suggestions, and scientifically documented material, previous editions of this title have been widely read by business professionals, fundraisers, and those interested in psychology. This new edition includes more firsthand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.--From publisher description.\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eBrief Description\u003c\/strong\u003e:\u003cbr\u003e\n\u003cb\u003e\u003ci\u003eInfluence: Science and Practice\u003c\/i\u003e\u003c\/b\u003e\n\u003cb\u003e is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say \"yes\" to another's request).\u003c\/b\u003e\n\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e 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 \n\u003ci\u003eInfluence\u003c\/i\u003e reminds the reader of the power of persuasion. \n\u003cp\u003e\u003c\/p\u003e Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. \n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eReview Quotes\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\tHere's what people are saying about the material in \n\u003ci\u003eINFLUENCE: Science and Practice\u003c\/i\u003e: \n\u003cp\u003e\u003c\/p\u003e\"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.\" \n\u003cb\u003e-ROGER FISHER, Director, Harvard Negotiation Project, Co-author of \"Getting to Yes.\" \u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cbr\u003e\"For marketers, it is among the most important books written in the last 10 years.\" \n\u003cb\u003e-JOURNAL OF MARKETING RESEARCH\u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cbr\u003e\"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.\" \n\u003cb\u003e-GREG RENKER, President, Guthy-Renker\u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cbr\u003e\"It would be marvelous reading for students taking Social Psychology.\" \n\u003cb\u003e-DAVID MYERS, Hope College\u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cbr\u003e\"The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.\" \n\u003cb\u003e-ALAN J. RESNIK, Portland State University\u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cbr\u003e\"INFLUENCE should be required reading for all business majors.\" \n\u003cb\u003e-JOURNAL OF RETAILING\u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eTable of Contents\u003c\/strong\u003e:\u003cbr\u003e\n\u003cp\u003e\u003cem\u003eAll chapters conclude with \"Summary\" and \"Study Questions.\"\u003c\/em\u003e \u003cbr\u003e\u003cstrong\u003ePreface.\u003c\/strong\u003e \u003cbr\u003e\u003cstrong\u003eIntroduction.\u003c\/strong\u003e \u003cbr\u003e\u003cstrong\u003e1.Weapons of Influence.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eClick, Whirr.\u003c\/p\u003e\n\u003cp\u003eBetting the Shortcut Odd.\u003c\/p\u003e\n\u003cp\u003eThe Profiteers.\u003c\/p\u003e\n\u003cp\u003eJujitsu.\u003c\/p\u003e\n\u003cp\u003eReader's Report.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e2.Reciprocation: The Old Give and Take ... and Take.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eHow the Rule Works.\u003c\/p\u003e\n\u003cp\u003eReciprocal Concessions.\u003c\/p\u003e\n\u003cp\u003eRejection-Then-Retreat.\u003c\/p\u003e\n\u003cp\u003eDefense.\u003c\/p\u003e\n\u003cp\u003eReader's Report.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e3.Commitment and Consistency: Hobgoblins of the Mind.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eWhirring Along.\u003c\/p\u003e\n\u003cp\u003eCommitment Is the Key.\u003c\/p\u003e\n\u003cp\u003eDefense.\u003c\/p\u003e\n\u003cp\u003eReader's Report.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e4.Social Proof: Truths Are Us.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eThe Principle of Social Proof.\u003c\/p\u003e\n\u003cp\u003eCause of Death: Uncertain(ty).\u003c\/p\u003e\n\u003cp\u003eMonkey Me, Monkey Do.\u003c\/p\u003e\n\u003cp\u003eDefense.\u003c\/p\u003e\n\u003cp\u003eReader's Report.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e5.Liking: The Friendly Thief.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eMaking Friends to Influence People.\u003c\/p\u003e\n\u003cp\u003eWhy Do I Like You? Let Me List the Reasons.\u003c\/p\u003e\n\u003cp\u003eConditioning and Association.\u003c\/p\u003e\n\u003cp\u003eDefense.\u003c\/p\u003e\n\u003cp\u003eReader's Report.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e6.Authority: Directed Deference.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eThe Power of Authority Pressure.\u003c\/p\u003e\n\u003cp\u003eThe Allures and Dangers of Blind Obedience.\u003c\/p\u003e\n\u003cp\u003eConnotation Not Content.\u003c\/p\u003e\n\u003cp\u003eDefense.\u003c\/p\u003e\n\u003cp\u003eReader's Report.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e7.Scarcity: The Rule of the Few.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eLess Is Best and Loss Is Worst.\u003c\/p\u003e\n\u003cp\u003ePsychological Reactance.\u003c\/p\u003e\n\u003cp\u003eOptimal Conditions.\u003c\/p\u003e\n\u003cp\u003eDefense.\u003c\/p\u003e\n\u003cp\u003eReader's Report.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e8.Instant Influence: Primitive Consent for an Automatic Age.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003ePrimitive Automaticity.\u003c\/p\u003e\n\u003cp\u003eModern Automaticity.\u003c\/p\u003e\n\u003cp\u003eShortcuts Shall Be Sacred.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eReferences.\u003c\/strong\u003e \u003cbr\u003e\u003cstrong\u003eCredits.\u003c\/strong\u003e \u003cbr\u003e\u003cstrong\u003eIndex.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eBiographical Note\u003c\/strong\u003e:\u003cbr\u003e\n\u003cp\u003e\u003cstrong\u003eRobert B. Cialdini \u003c\/strong\u003eis Regents' Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing. He has taught at Stanford University and Harvard's Kennedy School of Government. He has been elected president of the Society of Personality and Social Psychology. He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence.\u003c\/p\u003e\n\u003cp\u003e Dr. Cialdini attributes his interest in social influences to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eJacket Description\/Back\u003c\/strong\u003e:\u003cbr\u003e\n\u003cb\u003eOver 1.5 million copies sold! \u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes: \n\u003cp\u003e\u003c\/p\u003e - twice as many first hand accounts of how the book's principles apply to business and personal lives; \n\u003cp\u003e\u003c\/p\u003e - updated coverage of popular culture and new technology; and \n\u003cp\u003e\u003c\/p\u003e - more on how compliance principles work in many cultures. \n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e Here's what people are saying about \n\u003ci\u003e INFLUENCE: Science and Practice\u003c\/i\u003e: \n\u003cp\u003e\u003c\/p\u003e \"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.\" \n\u003cp\u003e\u003c\/p\u003e -ROGER FISHER, Director, Harvard Negotiation Project, Co-author, \n\u003ci\u003eGetting to Yes\u003c\/i\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e \"Bob Cialdini is the most brilliant student of influence and negotiation I've encountered. If everything were on the line in a negotiation, I can't think of anyone I'd rather have advising me.\" \n\u003cp\u003e\u003c\/p\u003e -TOM PETERS, The Tom Peters Group \n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e \"This book is the de facto standard to learn the psychology of persuasion. If you don't read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.\" \n\u003cp\u003e\u003c\/p\u003e -GUY KAWASAKI, CEO, Garage.com \n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e \"His book should be in every sales and marketing person's briefcase and reread frequently.\" \n\u003cp\u003e\u003c\/p\u003e -R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust \n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents' Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state. \n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003ePublisher Marketing\u003c\/strong\u003e:\u003cbr\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cem\u003eInfluence: Science and Practice\u003c\/em\u003e is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say \"yes\" to another's request).\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eWritten 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 \u003cem\u003eInfluence\u003c\/em\u003e reminds the reader of the power of persuasion.\u003c\/p\u003e\n\u003cp\u003eCialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\n\u003cbr\u003e\n\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e\u003cp\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Cialdini, Robert\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Pearson\u003cbr\u003e\u003cb\u003eBinding:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003ePub Date:\u003c\/b\u003e 2008-07-29\u003cbr\u003e\u003cb\u003eBISAC:\u003c\/b\u003e Psychology|Applied Psychology\u003cbr\u003e\u003cb\u003eSubjects:\u003c\/b\u003e Influence (Psychology)|Persuasion (Psychology)|Compliance\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.65 lbs\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9780205609994\u003cbr\u003e\u003cb\u003eASIN:\u003c\/b\u003e -\u003cbr\u003e\u003cb\u003eSKU:\u003c\/b\u003e SP-9780205609994\u003c\/p\u003e","brand":"Pearson","offers":[{"title":"Default Title","offer_id":51154253512982,"sku":"SP-9780205609994","price":87.49,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0857\/9910\/8886\/files\/9780205609994_spiral.png?v=1774939515","url":"https:\/\/lusper.myshopify.com\/products\/influence-science-and-practice","provider":"Lusperbooks","version":"1.0","type":"link"}