by Robert B. Cialdini · Harpercollins College Div · tapa blanda · ISBN 9780673467515
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«Influence: Science and Practice» is Robert B. Cialdini's essay on persuasion, published by HarperCollins in paperback (253 pages, English).
The book combines academic research with professional practice to explain why a person complies with a request. Cialdini sets out six principles: reciprocity, commitment and consistency, social proof, liking, authority and scarcity, and shows how to use them to persuade and detect manipulation.
Third edition, published in 1993. Includes bibliography (pages 231-246) and index. Supplementary text in courses on psychology, management, sales, marketing and persuasion.
Aimed at social psychology students and sales, marketing and management professionals interested in the mechanisms of persuasion.
