Influence: Science and Practice
Pearson Education, Limited, 2009 - 260 ページ
Influence: Science and Practiceis 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.
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Review: Influence: The Psychology of Persuasionユーザー レビュー - Stephanie - Goodreads
I had read this a few years ago, but re-reading it was totally new. This book is so chock-full of great stories. It's very easy to read. If you're interested in why we make decisions, it's a great place to start. レビュー全文を読む
Review: Influence: The Psychology of Persuasionユーザー レビュー - Myk0 - Goodreads
Weapons of influence 1) reciprocity rule - enforces uninvited debts, rejection-then-retreat technique (big favour then smaller favour in contrast), to say no just think of "favour" as a sales device 2 ... レビュー全文を読む