Influence: Science and Practice

  • Prentice Hall
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  • ・洋書 (272ページ)
  • / ISBN・EAN: 9780205609994


Influence: Science and Practiceis 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 is a social psychology long-seller book which explains the psychology of that a person is moved by others. You may not believe this, but we are naturally manipulated by someone. Today this book may be a must-read not only for your better life but also for saving yourself.

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Robert B.Cialdiniの作品