000			01329nam a2200193Ia 4500
999			_c176200 _d176200
005			20211103152241.0
008			200208s9999 xx 000 0 und d
020			_a9780205609994
082			_a153.852 CIA
100			_a"Cialdini, Robert B."
245		0	_aInfluence: Science and practice
260			_aBoston
260			_bPearson
260			_c2009
300			_a260p.
520			_aInfluence: 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.
650			_aInfluence (Psychology)
942			_cB _2ddc