Influence: The Psychology of Persuasion ePub PDF free download

Details about Influence: The Psychology of Persuasion

352 Pages – 2021 – 28.4 MB – 5421 Downloads – English

Influence: The Psychology of Persuasion ePub PDF

Influence: The Psychology of Persuasion ePub PDF free download – This book presents numerous research results that at first appear baffling but can be explained through an understanding of natural human tendencies. A while ago, I encountered such a finding when I read a study that gave volunteers an energy drink designed to increase mental abilities. Some volunteers were charged the retail price of the drink ($1.89); others were told, because the researcher had made a bulk purchase, they’d have to pay only $0.89. Both groups were then asked to solve as many mental puzzles as they could in thirty minutes. I expected the second group, feeling good about the price break, would have tried harder and solved more problems.

Wrong, the opposite occurred.1 The outcome put me in mind of a phone call I had received years earlier. The call came from a friend who had opened a Native Indian jewelry store in Arizona. She was giddy with a curious piece of news. Something fascinating had just happened, and she thought, as a psychologist, I might be able to explain it. The story involved a certain allotment of turquoise jewelry she had been having trouble selling. It was the peak of the tourist season, the store was unusually full of customers, and the turquoise pieces were of good quality for the prices she was asking; yet they had not sold. My friend had attempted a couple of standard sales tricks to get them moving. She tried calling attention to them by shifting their location to a more central display area, with no luck. She even told her sales staff to “push” the items, again without success.


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