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Influence: Science and Practice, 4/E
ISBN-10: 0321011473
ISBN-13: 9780321011473
Publisher: Prentice Hall
Copyright: 2001
Format: Paper; 262 pp
Published: 06/29/2000
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.
This product accompanies:
Cialdini,
Influence: Science and Practice, 5/E
All chapters conclude with “Summary” and “Study Questions.”
Preface.
Introduction.
1.Weapons of Influence.

View a Sample Chapter PDF:/samplechapter/0321011473.pdf
Here's what people are saying about the material in INFLUENCE: Science and Practice:
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. ROGER FISHER, Director, Harvard Negotiation Project, Co-author of Getting to Yes.
For marketers, it is among the most important books written in the last 10 years. JOURNAL OF MARKETING RESEARCH
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. GREG RENKER, President, Guthy-Renker
It would be marvelous reading for students taking Social Psychology. DAVID MYERS, Hope College
The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class. ALAN J. RESNIK, Portland State University
INFLUENCE should be required reading for all business majors. JOURNAL OF RETAILING
Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.
Over a quarter million copies sold!
How does this information make you feel about the book? If, even for a moment, you thought that a proven and popular book might be the one you were interested in, you may have been persuaded by a potent principle of influencein this case, the principle of social proof.
Have you ever found yourself saying yes to a telemarketer or to a child selling candy and then wonder why you have just agreed to subscribe to a magazine that you really aren't interested in or to buy a candy bar that you really don't want? In this revised, updated, and expanded book, not only will you find out what techniques were used to get you to say yes, but you will also learn some worthwhile ways to defend yourself from future requests.
Allyn & Bacon Blackboard for Introduction to Social Psychology, Version 2.0 (Access code required)
Allyn & Bacon
©2005 | Prentice Hall | On-line Supplement | Instock
ISBN-10: 0205452213 |
ISBN-13: 9780205452217
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Allyn & Bacon Blackboard for Introduction to Social Psychology, Version 2.0 (Access code required)
Allyn & Bacon
©2005 | Prentice Hall | On-line Supplement | Instock
ISBN-10: 0205452213 |
ISBN-13: 9780205452217
Online purchase price: $16.20
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Instructor's Manual and Test Bank, 4/E
Sagarin
©2001 | Prentice Hall | On-line Supplement | Instock
ISBN-10: 020561731X |
ISBN-13: 9780205617319
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Allyn & Bacon Blackboard for Introduction to Social Psychology, Version 2.0 (Access code required)
Allyn & Bacon
©2005 | Prentice Hall | On-line Supplement | Instock
ISBN-10: 0205452213 |
ISBN-13: 9780205452217
Online purchase price: $16.20
Influence in Action: A Student Handbook, 4/E
Roberto & Meyer
©2002 | Prentice Hall | Paper; 144 pp | Instock
ISBN-10: 0205338194 |
ISBN-13: 9780205338191
For Social Psychology
Allyn & Bacon Blackboard for Introduction to Social Psychology, Version 2.0 -- Student Access Code Card
Allyn & Bacon
©2005 | Prentice Hall | Access Card Package | Instock (Additional assembly time required)
ISBN-10: 0205452183 |
ISBN-13: 9780205452187
Allyn & Bacon Social Psychology Study Site (Open access)
Allyn & Bacon
©2007 | Prentice Hall | Website | Instock
ISBN-10: 0205522114 |
ISBN-13: 9780205522118
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Allyn & Bacon
©2005 | Prentice Hall | Study Card; 6 pp | Instock
ISBN-10: 0205445888 |
ISBN-13: 9780205445882
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©2002 | Prentice Hall | Paper; 128 pp | Instock
ISBN-10: 0205319742 |
ISBN-13: 9780205319749
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©2009 | Prentice Hall | On-line Supplement | Instock
ISBN-10: 0205688039 |
ISBN-13: 9780205688036
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Contemporary Readings in Psychology: A New York Times Reader
Coats
©2000 | Prentice Hall | Paper; 126 pp | Instock
ISBN-10: 0139775137 |
ISBN-13: 9780139775130
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©1999 | Prentice Hall | Paper; 144 pp | Instock
ISBN-10: 0321044665 |
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iClicker Classroom Response System
iClicker & Allyn & Bacon/Longman
©2008 | Prentice Hall | Electronic Supplement | Instock
ISBN-10: 0205594506 |
ISBN-13: 9780205594504
InterWrite PRS RF (Personal Response System)
InterWrite PRS & Allyn & Bacon/Longman
©2005 | Prentice Hall | Electronic Supplement | Instock
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ISBN-13: 9780205436958
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©2006 | Prentice Hall | DVD | Instock
ISBN-10: 0131754327 |
ISBN-13: 9780131754324
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©2004 | Prentice Hall | On-line Supplement | Instock
ISBN-10: 0130487325 |
ISBN-13: 9780130487322
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©2000 | Prentice Hall | CD-ROM Only | Instock
ISBN-10: 0130272787 |
ISBN-13: 9780130272782
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©2009 | Prentice Hall | DVD | Instock
ISBN-10: 0205652808 |
ISBN-13: 9780205652808
Psychobabble and Biobunk: Using Psychology to Think Critically about Issues in the News, 2/E
Tavris
©2001 | Prentice Hall | Paper; 107 pp | Instock
ISBN-10: 0130279862 |
ISBN-13: 9780130279866
ResearchNavigator.com Guide: Psychology (Valuepack item only)
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©2007 | Prentice Hall | Paper; 96 pp | Instock
ISBN-10: 0205517080 |
ISBN-13: 9780205517084
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©2011 | Prentice Hall | DVD |
Estimated Availability : 12/01/2010
ISBN-10: 0205773419 |
ISBN-13: 9780205773411
Stress Management Workbook: Techniques and Self Assessment Procedures
Gramling & Auerbach
©1998 | Prentice Hall | Paper; 176 pp | Instock
ISBN-10: 0138539200 |
ISBN-13: 9780138539207
Allyn & Bacon Blackboard for Introduction to Social Psychology, Version 2.0 (Access code required)
Allyn & Bacon
©2005 | Prentice Hall | On-line Supplement | Instock
ISBN-10: 0205452213 |
ISBN-13: 9780205452217
Online purchase price: $16.20
Availability: Now! | Version: 5.5.1 | Student Access Type: Access Code Required
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