martedì 14 ottobre 2014
Persuasori palesi nella società della saturazione digitale
Steve Martin, Noah Goldstein, Robert Cialdini: The small BIG: small changes that spark big influence, Grand Central Publishing
Risvolto
At some point today you will have to influence or persuade someone -
your boss, a co-worker, a customer, client, spouse, your kids, or even
your friends. What is the smallest change you can make to your request,
proposal or situation that will lead to the biggest difference in the
outcome?
In The small BIG, three heavyweights from the world of
persuasion science and practice -- Steve Martin, Noah Goldstein and
Robert Cialdini -- describe how, in today's information overloaded and
stimulation saturated world, increasingly it is the small changes that
you make that lead to the biggest differences.
In the last few years
more and more research - from fields such as neuroscience, cognitive
psychology, social psychology, and behavioral economics - has helped to
uncover an even greater understanding of how influence, persuasion and
behavior change happens. Increasingly we are learning that it is not
information per se that leads people to make decisions, but the context
in which that information is presented.
Drawing from extensive
research in the new science of persuasion, the authors present lots of
small changes (over 50 in fact) that can bring about momentous shifts in
results. It turns out that anyone can significantly increase his or her
ability to influence and persuade others, not by informing or educating
people into change but instead by simply making small shifts in
approach that link to deeply felt human motivations.
Robert Cialdini è considerato un guru della psicologia della comunicazione. Il suo credo: la retorica è una scienza, non un’arte
Marco Del Corona La Lettura
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