Influence : science and practice - Pearson; Cialdini, Robert B. (Boston : Pearson, 2009)
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.
Weapons of influence // Reciprocation: the old give and take... and take / Commitment and consistency: hobgoblins of the mind // Social proof: truths are us // Liking: the friendly thief // Authority: directed deference // Scarcity: the rule of the few // Instant infuence: primitive consent for an automatic age.
Tekst w języku angielskim.
Tłumaczenie tytułu: Wywieranie wpływu na ludzi. Teoria i praktyka.
Biblografia strony 235-253.
Indeks.
Keywords: Socjotechnika; Relacje międzyludzkie; Psychologia społeczna; Podręcznik