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Influence: Science and Practice, 5th Edition

By Robert B. Cialdini

ISBN-10: 0-205-60999-6

ISBN-13: 978-0-205-60999-4

Published by Prentice Hall

Pub. Date: Jul 29, 2008

Format: Paper

Additional Course Materials

Allyn & Bacon Blackboard for Introduction to Social Psychology, Version 2.0 -- Student Access Code Card

ISBN-10: 0-205-45218-3

$20.00 | Add to Cart

Study Card for Social Psychology

ISBN-10: 0-205-44588-8

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Description

Influence: Science and Practice is 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.

All chapters conclude with “Summary” and “Study Questions.”

Preface.
Introduction.

1.Weapons of Influence.

Click, Whirr.

Betting the Shortcut Odd.

The Profiteers.

Jujitsu.

Reader's Report.

2.Reciprocation: The Old Give and Take … and Take.

How the Rule Works.

Reciprocal Concessions.

Rejection-Then-Retreat.

Defense.

Reader's Report.

3.Commitment and Consistency: Hobgoblins of the Mind.

Whirring Along.

Commitment Is the Key.

Defense.

Reader's Report.

4.Social Proof: Truths Are Us.

The Principle of Social Proof.

Cause of Death: Uncertain(ty).

Monkey Me, Monkey Do.

Defense.

Reader's Report.

5.Liking: The Friendly Thief.

Making Friends to Influence People.

Why Do I Like You? Let Me List the Reasons.

Conditioning and Association.

Defense.

Reader's Report.

6.Authority: Directed Deference.

The Power of Authority Pressure.

The Allures and Dangers of Blind Obedience.

Connotation Not Content.

Defense.

Reader's Report.

7.Scarcity: The Rule of the Few.

Less Is Best and Loss Is Worst.

Psychological Reactance.

Optimal Conditions.

Defense.

Reader's Report.

8.Instant Influence: Primitive Consent for an Automatic Age.

Primitive Automaticity.

Modern Automaticity.

Shortcuts Shall Be Sacred.

References.
Credits.
Index.

This textbook is also sold in the various packages listed below. Before purchasing one of these packages, speak with your professor about which one will help you be successful in your course.

Package ISBN-13: 9780205728329

$27.00 | Add to Cart

This package contains:

Influence: Science and Practice, 5th Edition
Robert B. Cialdini | ©2009 | Paper; 272 pages
MySearchLab Student Access Code Card (for valuepacks)
Teacher Education Pearson | ©2009 | Access Code Card

Package ISBN-13: 9780205722525

$83.93 | Add to Cart

This package contains:

Perspectives on Persuasion, Social Influence, and Compliance Gaining
John S. Seiter, Robert H. Gass | ©2004 | Paper; 400 pages

Package ISBN-13: 9780205725175

$122.07 | Add to Cart

This package contains:

Package ISBN-13: 9780205767533

$104.69 | Add to Cart

This package contains:

Social Psychology: Goals and Interaction, Books a la Carte Plus MyPsychLab, 4th Edition
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini | ©2007 | Multiple Media Package

Package ISBN-13: 9780205753284

$99.27 | Add to Cart

This package contains: