- Paperback: 262 pages
- Publisher: Pearson; 4th edition (1 Jun 2000)
- Language English
- ISBN-10: 0321188950
- ISBN-13: 978-0321188953
- Product Dimensions: 22.4 x 15 x 1.4 cm
- Average Customer Review: 4.7 out of 5 stars See all reviews (6 customer reviews)
- Amazon Bestsellers Rank: 118,356 in Books (See Top 100 in Books)
- See Complete Table of Contents
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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
Product Description
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).
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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Most Helpful Customer Reviews
24 of 24 people found the following review helpful:
5.0 out of 5 stars
Fascinating topic, fascinating book!,
By
This review is from: Influence: Science and Practice (International Edition) (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.
9 of 9 people found the following review helpful:
5.0 out of 5 stars
A helpful aid and a keeper,
By
This review is from: Influence: Science and Practice (International Edition) (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.
8 of 8 people found the following review helpful:
5.0 out of 5 stars
An essential book if you are in sales or marketing,
By A Customer
This review is from: Influence: Science and Practice (International Edition) (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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