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Influence: Science and Practice 5th Edition

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Influence: Science and Practice 5th Edition

What are the factors that cause one person to say yes to another person? And which techniques most effectively use these factors to bring about such compliance?

In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, examines the science and practice of compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented material, previous editions have been widely read by business professionals, fundraisers, and those interested in psychology.

The new Fifth Edition includes twice as many first hand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.

Review

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

About the Author

Robert B. Cialdini is Regents’ Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing.  He has taught at Stanford University and Harvard’s Kennedy School of Government.  He has been elected president of the Society of Personality and Social Psychology.  He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence.

Product details

  • Full Audiobook MP3 Program
  • Full PDF E-Book Included
  • Print Length : 260 pages
  • ISBN-10 : 9780205609994
  • ISBN-13 : 978-0205609994
  • Publisher : Allyn and Bacon; 5th Edition (July 29, 2008)
  • Language: : English
  • ASIN : 0205609996
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Product Description

Influence: Science and Practice 5th Edition

What are the factors that cause one person to say yes to another person? And which techniques most effectively use these factors to bring about such compliance?

In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, examines the science and practice of compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented material, previous editions have been widely read by business professionals, fundraisers, and those interested in psychology.

The new Fifth Edition includes twice as many first hand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.

Review

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

About the Author

Robert B. Cialdini is Regents’ Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing.  He has taught at Stanford University and Harvard’s Kennedy School of Government.  He has been elected president of the Society of Personality and Social Psychology.  He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence.

Dr. Cialdini attributes his interest in social influences to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.

Product details

  • Full Audiobook MP3 Program
  • Full PDF E-Book Included
  • Print Length : 260 pages
  • ISBN-10 : 9780205609994
  • ISBN-13 : 978-0205609994
  • Publisher : Allyn and Bacon; 5th Edition (July 29, 2008)
  • Language: : English
  • ASIN : 0205609996

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