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Influence: Science and Practice Paperback – 1 Mar 1998


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Product details

  • Paperback
  • Publisher: Addison-Wesley Educational Publishers (1 Mar 1998)
  • Language: English
  • ISBN-10: 0673155145
  • ISBN-13: 978-0673155146
  • Product Dimensions: 22.9 x 15 x 1.8 cm
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (17 customer reviews)
  • Amazon Bestsellers Rank: 54,811 in Books (See Top 100 in Books)

Product Description

Review





Here's what people are saying about the material in INFLUENCE: Science and Practice:


“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.” —ROGER FISHER, Director, Harvard Negotiation Project, Co-author of “Getting to Yes.”


“For marketers, it is among the most important books written in the last 10 years.” —JOURNAL OF MARKETING RESEARCH


“The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row.” —GREG RENKER, President, Guthy-Renker


“It would be marvelous reading for students taking Social Psychology.” —DAVID MYERS, Hope College


“The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.” —ALAN J. RESNIK, Portland State University


“INFLUENCE should be required reading for all business majors.” —JOURNAL OF RETAILING


--This text refers to an out of print or unavailable edition of this title.

From the Back Cover

Over a quarter million copies sold!

How does this information make you feel about the book? If, even for a moment, you thought that a proven and popular book might be the one you were interested in, you may have been persuaded by a potent principle of influence—in this case, the principle of social proof.

Have you ever found yourself saying “yes” to a telemarketer or to a child selling candy and then wonder why you have just agreed to subscribe to a magazine that you really aren't interested in or to buy a candy bar that you really don't want? In this revised, updated, and expanded book, not only will you find out what techniques were used to get you to say yes, but you will also learn some worthwhile ways to defend yourself from future requests.

--This text refers to an out of print or unavailable edition of this title.

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Customer Reviews

4.6 out of 5 stars
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Most Helpful Customer Reviews

25 of 25 people found the following review helpful By Aj Viljoen VINE VOICE on 14 Jun 2004
Format: Paperback
I am one of those guys who lay my hands on every marketing-related book I can lay my hands on. Okay, this is not strictly speaking a marketing book, but is essential reading for anyone in marketing.
It would be more accurate to describe the topic of the book as social psychology, but the relevance to marketing becomes immediately apparent, because it examines the human nature which makes the compliance strategies of con artists so effective.
Cialdini selected the triggers he felt were the most important, and dedicated a chapter to each.
Robert Cialdini's work is brilliantly researched and he speaks as a true authority on the subject. His theories are clear and he backs up his statements with (sometimes astonishing) research findings. He writes well and his style is enjoyable.
The book is well laid out, and the findings are presented in a way which make them instantly usable.
Whether you are in marketing, or if you have ever been pressured into making a decision you later regretted, you will find this book really interesting and useful. I gladly recommend this title.
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23 of 23 people found the following review helpful By A Customer on 13 May 2002
Format: Paperback
In this book, Cialdini breaks down influence into six principles of human behaviour. Six triggers which are constantly being exploited, as you begin to notice as you read the book. Written in a casual style but convincingly argued, this book rests on a solid foundation of experimental evidence. Cannot recommend more highly.
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9 of 9 people found the following review helpful By J. P. Russell on 19 Mar 2006
Format: Paperback
I consider this to be an excellent book. It is easy to read through and has practical application. Further it gets you to consider things from a different perspective.
What I really liked about this book is that helps you to recognize how you and others react to certain situations and stimuli. With that recognition you can sometimes take yourself out of certain manipulative situations. If you can't remove yourself from the situation at the time, then at least you have some basis for later analysis and improvement.
I can recommend this book for anyone, but business people may be more inclined to find it useful in their daily lives.
I occasionally refer back to the book to refresh my memory or see if I can figure out why a particular thing happened as it did.
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37 of 39 people found the following review helpful By A Customer on 18 Jun 2001
Format: Paperback
An excellent book that turns customers into vulnerable targets and sales people into compliance specialists. This book is a must for anybody who courts influence. It has relevancy at all levels, from sales executives to hostage negotiators, in short, anybody who needs to make a person more compliant to their wishes. We think that we are immune to influence; 'we are ourselves', but infact Cialdini shows that nature has played its tricks, pre-disposing us to the power of compliance agents. Thankfully he explains good defense strategies... read it... digest it... then go and play with a car salesman... they'll hate you for it! Excellent read.... And it works!
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8 of 8 people found the following review helpful By A Customer on 17 Nov 2003
Format: Paperback
This book is probably the best book I've read on communication skills and influence. The findings are based on scientific studies instead of the author's own opinions which give it credibility. Cialdini's work highlights the 7 key factors that influence human behaviour and illustrates not only how you can utilize these to improve your communication skills, but also how to protect yourself against someone who is attempting to manipulate you with them.
This book is an important book and is highly recommended.
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24 of 26 people found the following review helpful By Donald Mitchell HALL OF FAMETOP 500 REVIEWERVINE VOICE on 28 May 2004
Format: Paperback
The human mind is a wonderful thing, capable of the most wonderful thought processes and ideas. Yet the brain is on automatic pilot for most situations. That allows the conscious mind to really focus. The drawback is that some people will use our conscious inattention to sneak one by us, like a fastball pitch to a hitter looking for a change-up.
Influence, the book, is very useful in this regard, because it uses interesting examples to help us be aware of our own tendency to let automatic pilot thinking take over.
Since I first read this book many years ago, I have been watching to see if the circumstances I see support or invalidate Professor Cialdini's points. By a margin of about 9 to 1, Cialdini wins.
Given that we are easily manipulated by our desire to be and to appear to be consistent with our past actions and statements, swayed by what the crowd is doing, and various other mechanisms, the only way we can be armed against unscrupulous marketing is to be as aware of these factors are the marketers are.
At the same time, I appreciated how the book explores the ethics of when and how much to apply these principles. Without this discussion, the book would come off like Machiavelli's, The Prince, for marketing organizations. That would have been a shame. By dealing with the ethics, Professor Cialdini creates the opportunity to educate us intellectually and morally. Well done!
I have read literally dozens of books about marketing and selling, and I find this one to be the most helpful in thinking about how influence actually works. Even if you will never work in marketing, you will benefit from reading this book in order to better focus your purchases and actions where they fit your needs rather than someone else's.
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13 of 14 people found the following review helpful By A Customer on 23 Nov 2000
Format: Paperback
Influence, now in it's 4th edition, remains one of the most important books on persuasion and human compliance ever published. Based on over 20 years of scientific research into what causes one person to say yes to another Robert Cialdini describes the 6 universal principles of influence that, when applied in an ethical and structured way can make anyone more influential. Until recently knowledge of Cialdini's work has been mostly limited to the USA however he has recently licensed training workshops in the UK and Europe and these will do much to promote this very important and extremely interesting research. A must for anyone who wants to learn to become more influential and persuasive and a required text for salespeople and marketeers.
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