Psychology

This product accompanies:
Cialdini,  Influence: Science and Practice, 5/E

• Real-life examples illustrate how easily and frequently the influence process occurs in everyday life.

• Includes citations from both recent and classic research.

• Describes how to resist unwanted influence attempts.

• Study Questions and Critical Thinking Items provide students with additional learning support.

• Well known and influential author speaks frequently on “The Power of Ethical Influence” to such organizations as IBM, the Mayo Clinic, and NATO.

• Presents current research on persuasion and compliance. For example, new work is described on the power of active commitments and the use of loss-framing in health-related decisions.

• New “Reader's Reports”: Experiences from readers illustrate how a principle has worked on or for them.

• Additional examples from current events illustrate psychological research, such as holiday gift crazes for Beanie Babies, Furbies, and Pokemon; the Columbine High School shootings; and the FBI's decision to attack Branch Davidian headquarters in Waco, Texas.

All chapters conclude with “Summary” and “Study Questions.”

Preface.


Introduction.


1.Weapons of Influence.

Persuasion  (Psychology)
Social Psychology  [SUPPLEMENTAL TEXTS - ALL OTHERS]   (Psychology)

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  Influence: Science and Practice, 5/E
  Cialdini
  ©2009 | Prentice Hall | Paper; 272 pp | Instock
  ISBN-10: 0205609996 | ISBN-13: 9780205609994
  Suggested retail price: $24.00  Buy from myPearsonStoreNet price: $12.24  (What's this?)Brief Description

  

  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.

   

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 influence—in 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
This online resource is available at no cost.     View Downloadable Files

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
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ISBN-10: 0205338194 | ISBN-13: 9780205338191
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For Social Psychology

Allyn & Bacon Blackboard for Introduction to Social Psychology, Version 2.0 -- Student Access Code Card
Allyn & Bacon
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ISBN-10: 0205452183 | ISBN-13: 9780205452187
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Allyn & Bacon Social Psychology Study Site (Open access)
Allyn & Bacon
©2007 | Prentice Hall | Website | Instock
ISBN-10: 0205522114 | ISBN-13: 9780205522118
This online resource is available at no cost at http://www.absocialpsychology.com.

Study Card for Social Psychology
Allyn & Bacon
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Building Bridges: The Allyn & Bacon Student Guide to Service-Learning
Hamner
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ISBN-10: 0205319742 | ISBN-13: 9780205319749
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Clicker Questions for Introductory Psychology
Martichuski
©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
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ISBN-10: 0139775137 | ISBN-13: 9780139775130
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How to Write Psychology Papers, 2/E
Parrott
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ISBN-10: 0321044665 | ISBN-13: 9780321044662
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iClicker Classroom Response System
iClicker & Allyn & Bacon/Longman
©2008 | Prentice Hall | Electronic Supplement | Instock
ISBN-10: 0205594506 | ISBN-13: 9780205594504
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InterWrite PRS RF (Personal Response System)
InterWrite PRS & Allyn & Bacon/Longman
©2005 | Prentice Hall | Electronic Supplement | Instock
ISBN-10: 0205436951 | ISBN-13: 9780205436958
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Introductory Psychology DVD Set for Psychology
Pearson Canada & Pearson
©2006 | Prentice Hall | DVD | Instock
ISBN-10: 0131754327 | ISBN-13: 9780131754324
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Live!Psych
Wade & Tavris
©2004 | Prentice Hall | On-line Supplement | Instock
ISBN-10: 0130487325 | ISBN-13: 9780130487322
This online resource is available at no cost at http://www.prenhall.com/kassin.

Mind Matters CD-ROM
Hilton & Perdue
©2000 | Prentice Hall | CD-ROM Only | Instock
ISBN-10: 0130272787 | ISBN-13: 9780130272782
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Pearson Teaching Films for Introductory Psychology 2008
Pearson
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ISBN-10: 0205652808 | ISBN-13: 9780205652808
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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
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ResearchNavigator.com Guide: Psychology (Valuepack item only)
Kelley & Barr
©2007 | Prentice Hall | Paper; 96 pp | Instock
ISBN-10: 0205517080 | ISBN-13: 9780205517084
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Speaking Out: Interviews with People Who Struggle
Oltmanns & Emery
©2011 | Prentice Hall | DVD | Estimated Availability : 12/01/2010
ISBN-10: 0205773419 | ISBN-13: 9780205773411
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Stress Management Workbook: Techniques and Self Assessment Procedures
Gramling & Auerbach
©1998 | Prentice Hall | Paper; 176 pp | Instock
ISBN-10: 0138539200 | ISBN-13: 9780138539207
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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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