Influence : science and practice / Robert B. Cialdini ; Arizona State University.
Description
- Autor: Cialdini, Robert B.
- Title: Influence : science and practice / Robert B. Cialdini ; Arizona State University.
- Edition: Fifth edition.
- Place and date of publication: Boston : copyright 2009.
- Publisher: Pearson,
- ISBN: 9780205609994
- Physical description: xii, 260 stron : ilustracje, fotografie ; 23 cm.
- Subject entries:
- Socjotechnika.
- Relacje międzyludzkie.
- Psychologia społeczna.
- Podręcznik.
- Spis treści: 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.
- Opis: 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.
- Notes: Tłumaczenie tytułu: Wywieranie wpływu na ludzi. Teoria i praktyka.
- Reading room book collection: Socjologia
MARC
- 000 @ 02452aam 2200445 i 4500
- 001 @ SGSPk19000360
- 005 @ 20190807131647.0
- 008 @ 190313s2009 xxua 001 0 eng d
- 020 a 9780205609994
- 040 a WA SGSP/PK c WA SGSP/PK d WA SGSP/PK
- 041
0
a eng - 046 k 2001
- 100
1
a Cialdini, Robert B. e Autor. - 245
1
0
a Influence : b science and practice / c Robert B. Cialdini ; Arizona State University. - 250 a Fifth edition.
- 260 a Boston : b Pearson, c copyright 2009.
- 300 a xii, 260 stron : b ilustracje, fotografie ; c 23 cm.
- 336 a Tekst b txt 2 rdacontent
- 337 a Bez urządzenia pośredniczącego b n 2 rdamedia
- 338 a Wolumin b nc 2 rdacarrier
- 380 a Książki.
- 380 a Publikacje naukowe.
- 388 a 2001-
- 500 a Tłumaczenie tytułu: Wywieranie wpływu na ludzi. Teoria i praktyka.
- 504 a Biblografia strony 235-253.
- 504 a Indeks.
- 505
0
a 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. - 520 a 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.
- 546 a Tekst w języku angielskim.
- 650
7
a Socjotechnika. - 650
8
a Relacje międzyludzkie. - 650
8
a Psychologia społeczna. - 655
4
a Podręcznik. - 658 a Psychologia
- 658 a Socjologia i społeczeństwo
- 710
2
a Pearson. e Wydawca. - 901 a 100487
- 920 a 978-0-205-60999-4
- 953 a Socjologia
Dublin Core
Indexes
- Title: Influence : science and practice /
- Author: Cialdini, Robert B.
- Publisher: Pearson,
- ISBN: 9780205609994
- Date: copyright 2009.
- Place of publication: Boston :
- Language: eng
- Signature: I-21520/Czyt.
- Subject:
- Nazwa gatunku/formy: Podręcznik.
- Forma i typ:
Copies
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- Signature: I-21520/Czyt.
- Copy location: Czytelnia