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Author: David Hoffeld Publisher: Penguin ISBN: 0143129325 Category : Business & Economics Languages : en Pages : 290
Book Description
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Author: David Hoffeld Publisher: Penguin ISBN: 0143129325 Category : Business & Economics Languages : en Pages : 290
Book Description
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Author: Joshua John Clarkson Publisher: Cambridge University Press ISBN: 1108853587 Category : Psychology Languages : en Pages : 203
Book Description
Grounded in nearly a century of scientific research, Mastering Self Control is an academic 'how to' in the mastery of self control. Though most of us have an acute awareness of the goals we want to achieve, we have little insight into how we respond to questions central to successful goal attainment. What is a realistic goal? Can we turn intentions to actions? Why do we need a support system? It is within this context that this volume identifies a series of actionable strategies to push readers to master self-control and consequently optimize goal progress.
Author: Bob M Fennis Publisher: Taylor & Francis ISBN: 1000180360 Category : Business & Economics Languages : en Pages : 479
Book Description
The Psychology of Advertising offers a comprehensive exploration of theory and research in (consumer) psychology on how advertising impacts the thoughts, emotions and actions of consumers. It links psychological theories and empirical research findings to real-life industry examples, showing how scientific research can inform marketing practice. Advertising is a ubiquitous and powerful force, seducing us into buying wanted and sometimes unwanted products and services, donating to charitable causes, voting for political candidates and changing our health-related lifestyles for better or worse. This revised and fully updated third edition of The Psychology of Advertising offers a comprehensive and state-of-the art overview of psychological theorizing and research on the impact of online and offline advertising and discusses how the traces consumers leave on the Internet (their digital footprint) guides marketers in micro-targeting their advertisements. The new edition also includes new coverage of big data, privacy, personalization and materialism, and engages with the issue of the replication crisis in psychology, and what that means in relation to studies in the book. Including a glossary of key concepts, updated examples and illustrations, this is a unique and invaluable resource for advanced undergraduate and graduate students and instructors. Suitable for psychology, advertising, marketing and media courses. It is also a valuable guide for professionals working in advertising, public health, public services and political communication.
Author: Graham C. Davey Publisher: John Wiley & Sons ISBN: 1119856744 Category : Psychology Languages : en Pages : 756
Book Description
A practical and easy-to-understand introduction to applied psychology In the newly revised second edition of Applied Psychology, distinguished psychologist and author Graham C. Davey delivers an accessible introduction to the main areas of applied psychology from the perspectives of practitioners and researchers in the United Kingdom, Europe, and other parts of the world. It explains the core psychological knowledge and research that underpins the most commonly employed areas of applied psychology. This latest edition adds six brand-new chapters that cover emerging topics in applied psychology, as well as a chapter on teaching psychology, and extensive revisions to the individual clinical psychology chapters. The book is accompanied by a resource website that offers a wide range of teaching and learning features, including a test bank, instructor slides, and a collection of professional and training chapters. Readers will also find: Thorough introductions to clinical, health, forensic, and educational psychology Comprehensive explorations of occupational, sport, and counselling psychology Practical discussions of coaching psychology, including the application of psychological theory during coaching Fulsome treatments of emerging topics in applied psychology, including environmental, consumer, and community psychology Perfect for Level 1 introductory psychology students, Applied Psychology will also benefit Level 2 and 3 students seeking core theoretical and professional information highly relevant to their future practice.
Author: Anthony R. Pratkanis Publisher: Psychology Press ISBN: 1136737030 Category : Psychology Languages : en Pages : 496
Book Description
The contributions to this volume capture the thrill of current work on social influence, as well as providing a tutorial on the scientific and technical aspects of this research. The volume teaches the student to: Learn how to conduct lab, field and case research on social influence through example by leading researchers Find out about the latest discoveries including the status of research on social influence tactics, dissonance theory, conformity, and resistance to influence Discover how seemingly complex issues such as power, rumors, group and minority influence and norms can be investigated using the scientific method Apply knowledge to current influence campaigns to find out what works and what does not. The Science of Social Influence is the perfect core or complementary text for advanced undergraduate or graduate students in courses such as Attitudes and Attitude Change, Communications, Research Methods and, of course, Social Influence.
Author: Karen Glanz Publisher: John Wiley & Sons ISBN: 1118628985 Category : Medical Languages : en Pages : 512
Book Description
The essential health behavior text, updated with the latest theories, research, and issues Health Behavior: Theory, Research and Practice provides a thorough introduction to understanding and changing health behavior, core tenets of the public health role. Covering theory, applications, and research, this comprehensive book has become the gold standard of health behavior texts. This new fifth edition has been updated to reflect the most recent changes in the public health field with a focus on health behavior, including coverage of the intersection of health and community, culture, and communication, with detailed explanations of both established and emerging theories. Offering perspective applicable at the individual, interpersonal, group, and community levels, this essential guide provides the most complete coverage of the field to give public health students and practitioners an authoritative reference for both the theoretical and practical aspects of health behavior. A deep understanding of human behaviors is essential for effective public health and health care management. This guide provides the most complete, up-to-date information in the field, to give you a real-world understanding and the background knowledge to apply it successfully. Learn how e-health and social media factor into health communication Explore the link between culture and health, and the importance of community Get up to date on emerging theories of health behavior and their applications Examine the push toward evidence-based interventions, and global applications Written and edited by the leading health and social behavior theorists and researchers, Health Behavior: Theory, Research and Practice provides the information and real-world perspective that builds a solid understanding of how to analyze and improve health behaviors and health.
Author: Timothy P. Johnson Publisher: John Wiley & Sons ISBN: 1118884981 Category : Social Science Languages : en Pages : 1136
Book Description
Covers the latest methodologies and research on international comparative surveys with contributions from noted experts in the field Advances in Comparative Survey Methodology examines the most recent advances in methodology and operations as well as the technical developments in international survey research. With contributions from a panel of international experts, the text includes information on the use of Big Data in concert with survey data, collecting biomarkers, the human subject regulatory environment, innovations in data collection methodology and sampling techniques, use of paradata across the survey lifecycle, metadata standards for dissemination, and new analytical techniques. This important resource: Contains contributions from key experts in their respective fields of study from around the globe Highlights innovative approaches in resource poor settings, and innovative approaches to combining survey and other data Includes material that is organized within the total survey error framework Presents extensive and up-to-date references throughout the book Written for students and academic survey researchers and market researchers engaged in comparative projects, this text represents a unique collaboration that features the latest methodologies and research on global comparative surveys.
Author: Gerard Hastings Publisher: SAGE ISBN: 1473971675 Category : Business & Economics Languages : en Pages : 773
Book Description
For the first time, this benchmark handbook brings together a systematic framework and state-of-the-art thinking to provide complete coverage of the social marketing discipline. It presents a major retrospective and prospective overview of social marketing, helping to define and shape its current and future developments by: - examining the defining elements of social marketing, their intellectual origins, evolution, current status and direction of travel; - discussing how these have been used in practice, emphasising emerging areas and recent innovations; and - setting the agenda for future research and development in the discipline. For academics, this book will fill the gap in comprehensive social marketing literature, while being of interest to policymakers and post-graduate marketing and health studies students alike as it explores the idea that tools used to market fast-moving consumer goods and financial services can also be applied to pressing social problems.
Author: Joseph Avery Publisher: Rowman & Littlefield ISBN: 1793601046 Category : Psychology Languages : en Pages : 239
Book Description
Racial bias in the U.S. criminal justice system is much debated and discussed, but until now, no single volume has covered the full expanse of the issue. In Bias in the Law, sixteen outstanding experts address the impact of racial bias in the full roster of criminal justice actors. They examine the role of legislators crafting criminal justice legislation, community enforcers, and police, as well as prosecutors, criminal defense attorneys, judges, and jurors. Understanding when and why bias arises, as well as how it impacts defendants requires a clear understanding how each of these actors operate. Contributions touch on other crucial topics—racialized drug stigma, legal technology, and interventions—that are vital for understanding how the United States has reached this moment of stark racial disparity in incarceration. The result is an important entry into understanding the pervasiveness of racial bias, how such bias impacts legal outcomes, and why such impact matters. This is an issue that is as relevant today as it was fifty—or even one hundred fifty—years ago, and collection editors Joseph Avery and Joel Cooper provide a glimpse at how to proceed.
Author: David Hoffeld
Author: David Hoffeld
Author: Joshua John Clarkson
Author: Bob M Fennis
Author: Graham C. Davey
Author: Anthony R. Pratkanis
Author: Karen Glanz
Author: Timothy P. Johnson
Author: Gerard Hastings
Author: Joseph Avery
Author: David M. Williams