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Influence: The Psychology of Persuasion (Collins Business Essentials)


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Key Points

  • Core concepts All things being equal, consumers will…
  1. Reciprocity - Give something of value to get something of value
  2. Consistency and Commitment - Will be consistent with a path or approach
  3. Likability - Are more likely to purchase from someone they know, trust and like. AND, more impotantly, someone who knows, likes and trusts THEM.
  4. Authority - Purchase from an authority
  5. Social proof - Purchase based on the recommendations of others
  6. Scarcity - Purchase if quantities are perceived to be scarce.
  • Important take aways

Summary

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Author:
Robert B. Cialdini

Publication date:
2007-01-01

EAN (ISBN-13):
9780061241895


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Comments/Reviews/Thoughts

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exodusms     almost 2 years ago

I am currently reading this book so I will be able to add more to the wiki soon. I must say it has been a good read.


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