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Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social ...
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(1.172) · US$ 39,15
This book is organized around the 6 psychological principles that direct human behavior and give these techniques their power: reciprocation, consistency, ...
Influence: Science and Practice (ISBN 0-321-18895-0) is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University.
Introduction: - Six basic categories [of influence] . . . reciprocation, consistency, social proof, liking, authority, and scarcity.
Influence: Science and Practice
Livro por Robert Cialdini
Influência: Ciência e Prática é um livro de psicologia que examina as principais maneiras pelas quais as pessoas podem ser influenciadas pelos "Profissionais de Conformidade". O autor do livro é Robert B. Cialdini, professor de psicologia na... Wikipedia (inglês)
Data da primeira publicação: 1984
Autor: Robert Cialdini
PDF | On Jan 1, 1993, Robert B Cialdini published Influence: Science and Practice | Find, read and cite all the research you need on ResearchGate.
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 ...
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His books including, Influence: Science & Practice, are the results of years of study into the reasons why people comply with requests in business settings.
This third edition of "Influence: Science and Practice" provides] a thorough, up-to-date exploration of the psychology of compliance and persuasion.
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 ...