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Author: Klapp
Publisher: Cambridge University Press
ISBN: 9780521219235
Category : Social Science
Languages : en
Pages : 244
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Book Description
In this original application of information theory to social analysis, Orrin Klapp examines how and why societies are producing more stress than they ever can handle. He argues that the reduction of 'social noise', the chaos from which we try to construct meaning is a major goal of individuals and groups alike. Individuals, groups, even entire societies normally cycle rhythmically between two basic modes of adaptation to the constant communication flow: opening, or scanning for desired information; and closing, or defending against noise. For example, in a society functioning in the opening mode, movements like ecumenicism and expansionism achieve momentum. Extreme reactions in either mode lead to an opposite swing, according to Professor Klapp's model. His wide-ranging conceptual scheme incorporates hypotheses about the variety and redundancy of information, as well as about human channel capacities and the need for homeostatis. His research reveals intriguing relationships among such phenomena as the concern about industrial population and the search for ethnic roots.
Author: Klapp
Publisher: Cambridge University Press
ISBN: 9780521219235
Category : Social Science
Languages : en
Pages : 244
Get Book Here
Book Description
In this original application of information theory to social analysis, Orrin Klapp examines how and why societies are producing more stress than they ever can handle. He argues that the reduction of 'social noise', the chaos from which we try to construct meaning is a major goal of individuals and groups alike. Individuals, groups, even entire societies normally cycle rhythmically between two basic modes of adaptation to the constant communication flow: opening, or scanning for desired information; and closing, or defending against noise. For example, in a society functioning in the opening mode, movements like ecumenicism and expansionism achieve momentum. Extreme reactions in either mode lead to an opposite swing, according to Professor Klapp's model. His wide-ranging conceptual scheme incorporates hypotheses about the variety and redundancy of information, as well as about human channel capacities and the need for homeostatis. His research reveals intriguing relationships among such phenomena as the concern about industrial population and the search for ethnic roots.
Author: Matthew Elwell
Publisher:
ISBN: 9781781334423
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
This book has been written for anyone who has to sell as part of their life or business. If you want a dramatic increase in your sales conversions - without being pushy, manipulative or 'hard sell' - this book is for you. But be warned, what you are about to learn is likely to challenge everything you thought you knew about selling. You may find that some of what you read in these pages directly contradicts what you've been taught, and that's why this philosophy works! It's completely different to the conventional wisdom around sales. By the end of this book you will be armed with the tools you need to enter any negotiation or sales conversation with clarity and confidence. You'll learn: The twelve-step Open With A Close system to increase conversions by up to 64% How to speak to prospects and potential customers with increased belief and confidence Why the human brain is programmed for fear, and the six questions you can ask your prospects to bypass it quickly and effectively How to overcome objections such as 'I can't afford it' or 'I haven't got the time' with ease and elegance How to use the Golden Question to close more business and generate greater revenue
Author: Frank D. Bean
Publisher: The Urban Insitute
ISBN: 9780877664291
Category : Law
Languages : en
Pages : 156
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Book Description
Author: Sandy Gadow
Publisher: McGraw-Hill
ISBN: 9780071400350
Category : Business & Economics
Languages : en
Pages : 198
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Book Description
A PAPERBACK ORIGINAL The first simple guide to understanding the real estate closing process Closing and escrow are among the most importantand least understoodcomponents of a real estate transaction. The Complete Guide to Your Real Estate Closing takes the mystery out of the confusing, expensive process by giving real estate professionals, investors, and consumers a step-by-step explanation. In simple, everyday language, the book explains closing documents and paperwork, what to do when something goes wrong, mortgage options, how to save money on title insurance, problems that can occur on a title report, and much more. With sample forms, work sheets, and more, this sophisticated but accessible book covers: Insider tips on how to save moneyfrom a closing professional Who does what: the real estate agent, lender, title company, closing officer, attorney State-specific information for all 50 states
Author: Wendy Weiss
Publisher: DFD Publications
ISBN: 9780967126807
Category : Business & Economics
Languages : en
Pages : 212
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Book Description
Eliminate Telephone terror and turn cold call to cash! Cold calling is a powerful, inexpensive and easy way to develop new contacts and expand resources. In today's market, generating new business requires planning and skill. For over 10 years, Wendy Weiss has been a marketing consultant specializing in cold calling and appointment setting.
Author: Ronald J. Matlon
Publisher:
ISBN: 9780962418129
Category : Law
Languages : en
Pages : 102
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Book Description
Author: Peter Hannah
Publisher: Lulu.com
ISBN: 1257076027
Category : Business & Economics
Languages : en
Pages : 138
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Book Description
Peter Hannah and PaulJamesconsider themselves, first and foremost, Sales Professionals. Between them, they have 30+ years ofsuccessful, internationalsales experience for Fortune 500 companies like American Express, France Telecom, Starwood Hotels, QinetiQ, Merrill Lynch and The Mirror Group. As consultants they have deployed their skills everywhere from London to continental Europe, the Middle East, the USA and the Far East, making them truly global experts. If people need it, Peter and Paul have sold it and in this book they share with you the fundamentals that exist within any sales environment. OPEN FOR CLOSING illustrates universal truths found throughout the world of Sales and seeks to catalyze the sales process of those just starting out through to the most seasoned veteran. The aim? Tohelp sales forces everywhere analyse and evaluate how they work and illustrate how they can work smarter, which ultimately leads to why we all do this in the first place, being successful!
Author: Lois Ericson
Publisher: Design & Sew
ISBN: 9780911985092
Category : Crafts & Hobbies
Languages : en
Pages : 200
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Book Description
Author: Christopher D. Johnston
Publisher: Cambridge University Press
ISBN: 1107120462
Category : Political Science
Languages : en
Pages : 299
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Book Description
This book explains how deep-seated personality traits shape citizens' attitudes toward economic redistribution, and what it means for American democracy. It will be of interest to researchers from across the social sciences, as well as citizens, pundits, political observers, and commentators from across the political spectrum.
Author: Shawn Everett Kantor
Publisher: University of Chicago Press
ISBN: 9780226423753
Category : Business & Economics
Languages : en
Pages : 200
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Book Description
After the American Civil War, agricultural reformers in the South called for an end to unrestricted grazing of livestock on unfenced land. They advocated the stock law, which required livestock owners to fence in their animals, arguing that the existing system (in which farmers built protective fences around crops) was outdated and inhibited economic growth. The reformers steadily won their battles, and by the end of the century the range was on the way to being closed. In this original study, Kantor uses economic analysis to show that, contrary to traditional historical interpretation, this conflict was centered on anticipated benefits from fencing livestock rather than on class, cultural, or ideological differences. Kantor proves that the stock law brought economic benefits; at the same time, he analyzes why the law's adoption was hindered in many areas where it would have increased wealth. This argument illuminates the dynamics of real-world institutional change, where transactions are often costly and where some inefficient institutions persist while others give way to economic growth.
