Influence: Science and PracticeInfluence: 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).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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action American Applied Social Psychology asked authority automatic Bad Cop behavior believe boys Bufferin bystander intervention bystanders called cause cheep-cheep Chinese choice Cialdini commitment compliance professionals comply concession consistency contrast principle cookies customers decision door-in-the-face technique effect example experiment Experimental Social Psychology exploit favor feel Freedman gift increase individuals initial instance interpersonal attraction Joe Girard Jonestown Journal of Applied Journal of Personality laugh tracks look low-ball Milgram obligation offer ourselves percent Personality and Social Phillips pluralistic ignorance pressures principle of social purchase question reactance READER'S REPORT reason reciprocity rule rejection-then-retreat technique request response salesperson scarcity principle shortcut similar situation social evidence social proof Social Psychology Social Psychology Bulletin suicide stories tactic tendency things tion UNIVERSAL PRESS SYNDICATE victim weapons of influence whirr