Influence: Science and Practice

Front Cover
Pearson Education, 2009 - Compliance - 260 pages
574 Reviews

Influence: Science and Practiceis an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request).

Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.

Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

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Practical advice backed up by research & anecdotes. - Goodreads
The research was sorely lacking. - Goodreads
Interesting and compact insight - Goodreads
Interesting, educational, but a little sad. - Goodreads
My caution is to be wary of all the advice though. - Goodreads
Easy to read, very recommended. - Goodreads

Review: Influence: The Psychology of Persuasion

User Review  - Bryan Rahija - Goodreads

Great overview of the bizarre behaviors that rule our world. This book paved the way for folks like Dan Ariely and other behavioral economists and social psychologists who borrow from Cialdini's style and content. Read full review

Review: Influence: The Psychology of Persuasion

User Review  - Patty Chang - Goodreads

Nothing surprising but presented alongside the empirical reasoning. Some examples seem dated. Read full review

About the author (2009)

Robert B. Cialdini is Regents' Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing. He has taught at Stanford University and Harvard's Kennedy School of Government. He has been elected president of the Society of Personality and Social Psychology. He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence.

Dr. Cialdini attributes his interest in social influences to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.

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