Influence: Science and Practice
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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Explains, in depth, how we are influenced by others and by our environment. Forces you to wonder why some people act the way they do. Contains some really terrific sales tactics.
Review: Influence: The Psychology of PersuasionUser Review - Alex Devero - Goodreads
Humans tend to use predictable “shortcuts” to deal with certain decision-making situations, and people like advertisers, con-artists and salespeople take advantage of these “preprogrammed” responses ... Read full review
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No preview available - 1995