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| Influence Science and Practice ： ウィキペディア英語版 |
Influence: Science and Practice
''Influence: Science and Practice'' (ISBN 0-321-18895-0) is a Psychology book from 2003〔(【引用サイトリンク】 title=LIBRIS Sökning: "Influence : science and practice / Robert B. Cialdini" )〕 examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University.
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.
==Key Weapons of Influence==
抄文引用元・出典: フリー百科事典『 ウィキペディア（Wikipedia）』
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