{"product_id":"influence-9780205609994","title":"Influence","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cstrong\u003eRobert B. Cialdini \u003c\/strong\u003eis Regents' Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing. He has taught at Stanford University and Harvard's Kennedy School of Government. He has been elected president of the Society of Personality and Social Psychology. He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence.\u003c\/p\u003e \u003cp\u003e Dr. Cialdini attributes his interest in social influences to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003eHere's what people are saying about the material in INFLUENCE: Science and Practice:   \"This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.\" --ROGER FISHER, Director, Harvard Negotiation Project, Co-author of \"Getting to Yes.\"      \"For marketers, it is among the most important books written in the last 10 years.\" --JOURNAL OF MARKETING RESEARCH     \"The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row.\" --GREG RENKER, President, Guthy-Renker     \"It would be marvelous reading for students taking Social Psychology.\" --DAVID MYERS, Hope College     \"The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.\" --ALAN J. RESNIK, Portland State University     \"INFLUENCE should be required reading for all business majors.\" --JOURNAL OF RETAILING\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cem\u003eAll chapters conclude with “Summary” and “Study Questions.”\u003c\/em\u003e \u003cbr\u003e\u003cstrong\u003ePreface.\u003c\/strong\u003e \u003cbr\u003e\u003cstrong\u003eIntroduction.\u003c\/strong\u003e \u003cbr\u003e\u003cstrong\u003e1.Weapons of Influence.\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003eClick, Whirr.\u003c\/p\u003e \u003cp\u003eBetting the Shortcut Odd.\u003c\/p\u003e \u003cp\u003eThe Profiteers.\u003c\/p\u003e \u003cp\u003eJujitsu.\u003c\/p\u003e \u003cp\u003eReader's Report.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e2.Reciprocation: The Old Give and Take ... and Take.\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003eHow the Rule Works.\u003c\/p\u003e \u003cp\u003eReciprocal Concessions.\u003c\/p\u003e \u003cp\u003eRejection-Then-Retreat.\u003c\/p\u003e \u003cp\u003eDefense.\u003c\/p\u003e \u003cp\u003eReader's Report.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e3.Commitment and Consistency: Hobgoblins of the Mind.\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003eWhirring Along.\u003c\/p\u003e \u003cp\u003eCommitment Is the Key.\u003c\/p\u003e \u003cp\u003eDefense.\u003c\/p\u003e \u003cp\u003eReader's Report.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e4.Social Proof: Truths Are Us.\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003eThe Principle of Social Proof.\u003c\/p\u003e \u003cp\u003eCause of Death: Uncertain(ty).\u003c\/p\u003e \u003cp\u003eMonkey Me, Monkey Do.\u003c\/p\u003e \u003cp\u003eDefense.\u003c\/p\u003e \u003cp\u003eReader's Report.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e5.Liking: The Friendly Thief.\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003eMaking Friends to Influence People.\u003c\/p\u003e \u003cp\u003eWhy Do I Like You? Let Me List the Reasons.\u003c\/p\u003e \u003cp\u003eConditioning and Association.\u003c\/p\u003e \u003cp\u003eDefense.\u003c\/p\u003e \u003cp\u003eReader's Report.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e6.Authority: Directed Deference.\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003eThe Power of Authority Pressure.\u003c\/p\u003e \u003cp\u003eThe Allures and Dangers of Blind Obedience.\u003c\/p\u003e \u003cp\u003eConnotation Not Content.\u003c\/p\u003e \u003cp\u003eDefense.\u003c\/p\u003e \u003cp\u003eReader's Report.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e7.Scarcity: The Rule of the Few.\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003eLess Is Best and Loss Is Worst.\u003c\/p\u003e \u003cp\u003ePsychological Reactance.\u003c\/p\u003e \u003cp\u003eOptimal Conditions.\u003c\/p\u003e \u003cp\u003eDefense.\u003c\/p\u003e \u003cp\u003eReader's Report.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e8.Instant Influence: Primitive Consent for an Automatic Age.\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003ePrimitive Automaticity.\u003c\/p\u003e \u003cp\u003eModern Automaticity.\u003c\/p\u003e \u003cp\u003eShortcuts Shall Be Sacred.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003eReferences.\u003c\/strong\u003e \u003cbr\u003e\u003cstrong\u003eCredits.\u003c\/strong\u003e \u003cbr\u003e\u003cstrong\u003eIndex.\u003c\/strong\u003e\u003c\/p\u003e","brand":"Pearson Education (US)","offers":[{"title":"Default Title","offer_id":49524627702103,"sku":"9780205609994","price":40.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780205609994.jpg?v=1731857526","url":"https:\/\/bookcurl.com\/products\/influence-9780205609994","provider":"Book Curl","version":"1.0","type":"link"}