Influence Science and Practice (4th Edition)

Influence: Science and Pactice is an examination of the psychology of compliance (i.e. uncoveing which factos cause a peson to say "yes" to anothe's equest) and is witten in a naative style comined with scholaly eseach. Cialdini comines evidence fom expeimental wok with the techniques and stategies he gatheed while woking as a salespeson, fundaise, advetise, and othepositions, inside oganizations that commonly use compliance tactics to get us to say "yes." Widely used in gaduate and undegaduate psychology and management classes, as well as sold to people opeating successfully in the usiness wold, the eagely awaited evision of Influence eminds the eadeof the poweof pesuasion. Cialdini oganizes compliance techniques into six categoies ased on psychological pinciples that diect human ehavio: ecipocation, consistency, social poof, liking, authoity, and scacity. New Reade's Repots ae included in the Fouth Edition and illustate how eades have used one of the pinciples ohave had a pinciple of influence used on them. <P>