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Numéro d'article:
16684137
Influence: Science and Practice Paperback January 1, 1993
Numéro d'article:
16684137
CHF 63
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This book examines the psychology of compliance and uncovers the factors that cause one person to say yes to another's request.
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Ce qui se démarque
Research-Backed Insights
Grounded in scientific findings, this book presents evidence-based strategies that empower readers to understand and wield influence effectively in personal and professional contexts.
Practical Applications
Offers actionable techniques and real-world examples, enabling readers to apply concepts directly to enhance persuasive communication and decision-making skills.
Comprehensive Framework
Delivers a thorough exploration of psychological principles underlying influence, equipping readers with a robust toolkit to navigate complex social dynamics and improve their persuasive abilities.
Détails du produit
- Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say yes to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.
| Publisher | Harpercollins College Div |
| Publication date | January 1, 1993 |
| Edition | 3rd |
| Language | English |
| Print length | 253 pages |
| ISBN-10 | 0673467511 |
| ISBN-13 | 978-0673467515 |
| Item Weight | 12.7 ounces (360.05 grams) |
| Dimensions | 6.06 x 0.47 x 9.17 inches (15.4 x 1.2 x 23.3 cm) |
À qui est-ce destiné ?
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Marketing Professionals
Equips marketers with psychological principles to effectively persuade and influence consumer behavior and decision-making.
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Sales Executives
Provides techniques and strategies for closing deals and improving sales by understanding customer motivations.
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Student Learners
Ideal for psychology and communication students to grasp foundational concepts of social influence and persuasion.
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Casual Readers
Those seeking light reading may find the content dense and overly academic for casual engagement.
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Ethics-Focused Individuals
Readers concerned about manipulation might find some persuasion techniques ethically questionable or uncomfortable.
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Advanced Researchers
Experienced scholars may not find new insights, as content is often introductory and overview-focused on influence aspects.
DESCRIPTION DU PRODUIT
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Questions et réponses des clients
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question:
What is the primary focus of 'Influence: Science and Practice'?
répondre: 'Influence: Science and Practice' focuses on the psychology of persuasion. Robert Cialdini, the author, explores key principles that drive people to comply with requests. The book delves into concepts such as reciprocity, commitment, social proof, authority, consistency, and scarcity. These principles are backed by research and real-life examples, making the book an invaluable resource for marketers, sales professionals, and anyone looking to improve their persuasive skills. For instance, understanding these principles can be beneficial in various scenarios, from crafting effective marketing campaigns to influencing team decisions. -
question:
Who is the author of 'Influence: Science and Practice'?
répondre: The author of 'Influence: Science and Practice' is Robert B. Cialdini, a renowned psychologist and expert in the field of influence and persuasion. His extensive research into human behavior provides the foundation for the principles discussed in the book. Cialdini emphasizes that understanding these dynamics is crucial for effective communication and negotiation. His work is widely cited in both academic and business contexts, and many professionals reference it to enhance their persuasive techniques in everyday interactions. -
question:
How can 'Influence: Science and Practice' be applied in marketing?
répondre: 'Influence: Science and Practice' offers crucial insights that can be directly applied in marketing strategies. Marketers can leverage Cialdini's principles, like social proof and scarcity, to craft campaigns that resonate with their audience. For example, showcasing testimonials can act as social proof, encouraging potential customers to trust the product. Similarly, creating urgency through limited-time offers plays into the scarcity principle. These applications can significantly enhance a company's ability to convert leads into customers and drive sales. -
question:
Is 'Influence: Science and Practice' suitable for beginners?
répondre: Yes, 'Influence: Science and Practice' is suitable for readers at all levels, including beginners. The book is structured in a way that explains complex psychological concepts in simple terms, making it accessible for those new to the subject. Cialdini uses engaging anecdotes and practical examples that illustrate the principles in action. This makes it easier for beginners to grasp the ideas and apply them in various contexts, from personal relationships to professional settings. -
question:
Can 'Influence: Science and Practice' help in everyday life?
répondre: 'Influence: Science and Practice' can significantly enhance everyday interactions. The principles outlined by Cialdini can help individuals navigate social situations more effectively, whether in personal relationships, at work or during negotiations. For instance, understanding the principle of reciprocity can lead to improved teamwork, as individuals feel more compelled to assist each other when they perceive mutual support. This book equips readers with the tools to influence those around them positively and ethically. -
question:
What are the key principles discussed in the book?
répondre: In 'Influence: Science and Practice,' Cialdini identifies six key principles of persuasion: reciprocity, commitment and consistency, social proof, authority, liking, and scarcity. Each principle is backed by research and practical examples, illustrating how they can influence human behavior. For instance, the principle of authority suggests that people are more likely to follow the suggestions of credible experts. Understanding these principles allows individuals to be more persuasive in their communication, whether in business settings or personal interactions. -
question:
Are there any case studies or examples in the book?
répondre: Yes, 'Influence: Science and Practice' includes various case studies and real-life examples that illustrate the principles of persuasion. Cialdini shares stories from diverse fields such as marketing, psychology, and sociology. These examples not only demonstrate the effectiveness of the principles but also provide readers with relatable scenarios where they can apply the concepts. For instance, a case study on a company’s use of social proof in advertising shows how consumer behavior can be influenced through testimonials, enhancing credibility. -
question:
What makes Cialdini's work stand out from other books on persuasion?
répondre: Cialdini's work stands out due to its rigorous scientific foundation and practical applications. Unlike many other books on persuasion, 'Influence: Science and Practice' is based on years of research and psychological studies. Cialdini distills his findings into actionable principles that are easy to understand and apply. Additionally, his engaging writing style, enriched with anecdotes and humor, makes the content relatable and enjoyable to read. This combination of depth and accessibility sets his work apart in the crowded space of persuasion literature. -
question:
How does 'Influence: Science and Practice' address ethical considerations?
répondre: 'Influence: Science and Practice' does a commendable job of addressing ethical considerations in the use of persuasion. Cialdini emphasizes the importance of using the principles responsibly and ethically to foster trust and positive relationships. He cautions against manipulative tactics that exploit human psychology, advocating instead for genuine influence that benefits both the influencer and the influenced. This ethical perspective encourages readers to apply the principles in ways that encourage mutual respect and understanding, rather than coercion. -
question:
Where can I buy 'Influence: Science and Practice' in Switzerland?
répondre: You can buy 'Influence: Science and Practice' from Ubuy. As a reliable e-commerce platform, Ubuy offers this insightful book with various options for delivery that ensure you receive it conveniently. Ubuy provides a user-friendly experience, allowing you to easily find the product, read reviews, and make informed purchasing decisions. By choosing Ubuy, you can explore additional features such as related products or recommended items that complement your reading experience.
Révision éditoriale
The "Influence: Science and Practice 3rd Edition" is a book that delves into the psychology behind how we are influenced by retailers, marketers, and others. It has garnered attention from those in the internet marketing industry who want to learn how to sell more products and master the art of influence. One of the notable aspects of this book is that it provides insight into the mind tricks and techniques used by retailers to influence Consumer behavior. This makes it a valuable resource for those who are curious about the tactics employed in the world of marketing. However, it should be noted that the book is an older edition, which means that some of the information might be somewhat outdated. The content covered in this book is similar to what one would learn in an introductory psychology or social psychology course. Therefore, it may not be suitable for those who are already well-versed in these subjects. Despite this, the book is still highly recommended for the layperson. It is entertaining and well-organized, making it accessible to a wide range of readers. Additionally, the prompt delivery of the product has received praise from customers. Overall, "Influence: Science and Practice 3rd Edition" offers valuable insights into the art of influence and how it is used in various industries. While it may not be groundbreaking for those already familiar with psychology, it remains a worthwhile read for the general public.
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Avantages
- Provides insights into the psychology behind influence in marketing and retail
- Entertaining and well-organized
- Recommended for those with a layperson's interest in the subject
Les inconvénients
- Outdated information compared to newer editions
Historique des prix du produit
Informations importantes
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Caractéristiques et avantages
- Combines narrative writing with scholarly ideas.
- Explores the psychology of compliance.
- Presents six basic principles of psychology.
- Provides evidence from controlled research and influence professionals.
- Ideal supplement for courses in various subjects.
- Directs human behavior through powerful principles.