By Robert B. Cialdini
Influence: technology and Practice is an exam of the psychology of compliance (i.e. uncovering which components reason anyone to assert “yes” to another's request).
Written in a story kind mixed with scholarly learn, Cialdini combines facts from experimental paintings with the concepts and techniques he collected whereas operating as a salesman, fundraiser, advertiser, and in different positions within enterprises that in most cases use compliance strategies to get us to assert “yes.” general in periods, in addition to offered to humans working effectively within the company global, the eagerly awaited revision of Influence reminds the reader of the facility of persuasion.
Cialdini organizes compliance recommendations into six different types in keeping with mental rules that direct human habit: reciprocation, consistency, social facts, liking, authority, and scarcity.
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Additional resources for Influence: Science and Practice (5th Edition)
In this chapter, benefits of drugs are systematically examined and tested with respect to preferences of payers and other customers in the context of the need to deliver value. Part B outlines a number of new structured approaches and frameworks towards the creation of an optimal global market access and pricing strategy. The approaches and frameworks are helpful in aligning efforts and strategic thinking between the increasing number of functional and geographic teams that get involved with drug market access and pricing activities and decisions today.
The BEST PRICE framework is an easy to implement approach that aids the systematic evaluation of payer-related needs in key payer segments and systems. It helps identify early development guidance on key benefits, enabling the definition of a target opportunity profile, as well as key Phase III evidence needs, payer value story and optimal global pricing strategy. Chapter 11 provides a detailed analysis of payer value stories and introduces the TEMPLE framework to build a payer value story that is compelling and addresses payer needs in a structured way.
In particular, it is of critical importance to pharmaceutical company executives and other leaders and professionals in drug development and commercialization, including marketing, business development, market access and pricing, clinical development, drug discovery, regulatory affairs, market research and public affairs. Consumers will • gain an understanding of drug company behaviors and how they impact the emergence of new and innovative therapies; • better appreciate how pharmaceutical prices are determined and what factors influence the process; • form an opinion on how various healthcare reform proposals may impact their ability to obtain future drug treatments.