INFLUENCE: THE PSYCHOLOGY OF PERSUASION BY ROBERT B. CIALDINI
INFLUENCE: THE PSYCHOLOGY OF PERSUASION Robert Cialdini Robert Beno Cialdini (born April 27, 1945) 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, as well as at the University of California at Santa Cruz.
INFLUENCE: THE PSYCHOLOGY OF PERSUASION • 1984 - Influence: The Psychology of Persuasion. • The book has sold over three million copies and has been translated into thirty languages. • It has been listed on the New York Times Best Seller list; additionally, Fortune lists the book in their "75 Smartest Business Books".
INFLUENCE: THE PSYCHOLOGY OF PERSUASION Robert B. Cialdini's Influence: The Psychology of Persuasion examines the compliance methods by which marketers, salespeople, and others, such as cult leaders, pressure people into doing things they would not otherwise do.
INFLUENCE: THE PSYCHOLOGY OF PERSUASION He distinguishes six basic compliance tools: 1. Reciprocity: Obligation to repay. 2. Consistency and Commitment: Need for personal alignment. 3. Social Proof: The power of what others do. 4. Liking: The obligations of friendship. 5. Authority: We obey those in charge. 6. Scarcity: We want what may not be available.
INFLUENCE: THE PSYCHOLOGY OF PERSUASION
INFLUENCE: THE PSYCHOLOGY OF PERSUASION Thank you for attention!
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