Influence: Science and Practice

Front Cover
Robert B. Cialdini
Allyn and Bacon, 2001 - Psychology - 262 pages
45 Reviews
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is 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 other positions, inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in graduate and undergraduate psychology and management 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. New Reader's Reports are included in the Fourth Edition and illustrate how readers have used one of the principles or have had a principle of influence used on them.

From inside the book

What people are saying - Write a review

User ratings

5 stars
25
4 stars
17
3 stars
2
2 stars
1
1 star
0

LibraryThing Review

User Review  - deldevries - LibraryThing

The stories are similar to sitting in a class from Dr. Cialdini at Arizona State. This should be required required for any consumer approaching the world ... bottom line is that the "persuaders" have read all of the tool books! Read full review

LibraryThing Review

User Review  - Phoenixangelfire - LibraryThing

An outstanding review of heuristics and manipulation we use and are abused by in daily life. How to avoid these traps of thinking and to develop deeper insights in reflective thinking and analysis. A ... Read full review

Contents

Preface
vii
Introduction
ix
Weapons of Influence
1
Copyright

97 other sections not shown

Other editions - View all

Common terms and phrases

References to this book

All Book Search results »

About the author (2001)

Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.

Bibliographic information