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Influence: The Psychology of Persuasion by Robert B. Cialdini, book cover
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Influence: The Psychology of Persuasion

by Robert B. Cialdini

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1K+
First published
1949
Pages
278
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About this book

Influence: The Psychology of Persuasion is Robert B. Cialdini's study of why people say yes, first published in 1984. Cialdini, a psychologist, spent years observing the tactics of salespeople, fundraisers and advertisers, and he sets out six principles that shape our decisions: reciprocity, commitment and consistency, social proof, authority, liking and scarcity. For each one he gives examples, experiments and advice on how to recognise it when it is used on you. The book is written for readers in business, marketing and everyday life who want to understand persuasion and use it ethically.

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About the author

Robert B. Cialdini - BDeBooks
Robert B. Cialdini

Robert Beno Cialdini born April 27, 1945 is an American psychologist and author. He is the Regents' Professor Emeritus of Psychology and Marketing at Arizona State University and was a visiting professor of marketing, business and psychology at Stanford University.

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Book facts

First published
1949
Reading time
About 11 hours
Pages
278
Language
English
Formats
PDF, EPUB, MOBI, Read online