Influence: Science and Practice

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Robert B. Cialdini
Allyn and Bacon, 2001 - Psychology - 262 pages
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.

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LibraryThing Review

User Review  - FunkyDung - LibraryThing

Some of the contemporary examples and references are a bit dated (such as the "click-whirr" of tape players), but the information is fascinating and useful. This book is simple to read and should be ... Read full review

LibraryThing Review

User Review  - hermit_9 - LibraryThing

While the book is well-researched, Cialdini has no concept of brevity. To pad the content of the book, he bludgeons with repetition. I suggest skimming rather than reading. Read full review


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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.

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