Influence: Science and Practice (5th Edition)
By:
Robert B. Cialdini
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Lowest New Price: $14.26
List Price: $24.00
Average Customer Rating: 4.5 out of 5
Description:
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.
Publisher: Prentice Hall
Customer Review: 5 out of 5
Practical handbook on influence based on scientific research on how people behave - Great text, first read it as an MBA student; lost that copy, buying another one now to have on my bookshelf, plan to re-read and apply the concepts.
Customer Review: 5 out of 5
Influence: Science and Practice (4th Edition) - I'm pretty happy with the item and the seller. Prompt, as described, easy :) Thank you!
Customer Review: 5 out of 5
Great for Marketers, Great for Consumers - This is a great book written in very accessible language - somewhere between a textbook and an editorial column in a daily paper. The "weapons of influence" Cialdini describes provide an explicit decomposition of marketing tactics ('compliance professionals") with an eye also out for consumers. As someone who works in the sometimes murky world of consumer research - I found the closing "Defense" passages to each chapter as enlightening as the Weapons themselves. Each chapter also features helpful summaries of the highlights. Nearly every page is supported by research experiments the author has collected throughout the ages. A little dated in some places - most of the photos are from the 70s/80s - - but highly recommended and thought-provoking.
Customer Review: 5 out of 5
Cialdini is to Influence what Einstein is to physics - Cialdini is known in the academic as the Einstein of Influence, well at least his research into influence. He has a great structure to the book in that he outlines influencing strategies and tactics. Then he gives you the bonus on how to block these tactics when they are used against you. For example, top influencers are titles, uniforms and cars.
Customer Review: 5 out of 5
AMAZING! Outstanding text. A must read! - Cialdini has done it! A great text that should be read by all. Study this book and never get ripped off again - understand how the sales techniques that are cast against the unwitting and defeat them. Once you read this book you'll come back and buy ten copies and give them as gifts. A MUST for any psychology class - university or high school.
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