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Publisher 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 listener 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.

GENRE
Business & Personal Finance
NARRATOR
LJ
Lloyd James
LENGTH
12:26
hr min
RELEASED
2014
August 28
PUBLISHER
Dr. Robert Cialdini
PRESENTED BY
Audible.com
LANGUAGE
EN
English
SIZE
585.3
MB

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