Influence
Science and Practice
3rd Edition
Published on 28. December 1992
Book
Paperback/Softback
253 pages
978-0-673-46751-5 (ISBN)
Description
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.
More details
Edition
3rd edition
Language
English
Place of publication
United States
Publishing group
Pearson Education (US)
Target group
Professional and scholarly
Dimensions
Height: 233 mm
Width: 154 mm
Thickness: 12 mm
Weight
360 gr
ISBN-13
978-0-673-46751-5 (9780673467515)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Book
04/2003
4th Edition
Pearson
€33.41
Article exhausted; check for reprint
Previous edition
Book
04/1988
2nd Edition
Longman Higher Education
€16.04
Article exhausted; check for reprint
Content
Part 1 Weapons of influence: click, whirr; betting the short-cut odds; the profiteers; Jujitsu. Part 2 Reciprocations - the old give and take ... and take: how the rule works; reciprocal concessions; rejection-then-retreat. Part 3 Commitment and consistency - hobgoblins of the mind: whirring along; commitment is the key. Part 4 Social proof - truths are us: the principle of social proof; causes of death - uncertainty; monkey me, monkey do. Part 5 Liking - the friendly thief: making friends to influence people; why do I like you? - let me list the reasons; conditioning and association. Part 6 Authority - directed defence: the power of authority pressure; the allures and dangers of blind obedience; connotations not content. Part 7 Scarcity - the rule of the few: less is best and loss is worst; psychological reactance; optimal conditions. Part 8 Instant influence - primitive consent for an automatic age - primitive automaticity; modern automaticity; short-cuts shall be sacred; reader's report.