Influence science and practice pdf download

View larger. Request a copy. Download instructor resources. Additional order info. Buy this product. Influence: Science and Practice is an examination of the psychology of compliance i.

The book's author is Robert B. The key premise of the book is that in a complex world where people are overloaded with more information than they can deal with, people fall back on a decision making approach based on generalizations. These generalizations develop because they allow people to usually act in a correct manner with a limited amount of thought and time. However, they can be exploited and effectively turned into weapons by those who know them to influence others to act certain ways. The findings in the book are backed up by numerous empirical studies conducted in the fields of psychology, marketing , economics , anthropology and social science. The author also worked undercover in many compliance fields such as car sales and door-to-door sales. People generally feel obliged to return favors offered to them.

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More praise for Influence: Science and Practice! "We've known for years that people buy based on emotions and justify t.
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