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Influence: Science and Practice (Paperback)

by Robert B. Cialdini (Author)
4.7 out of 5 stars See all reviews (17 customer reviews)

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Product details

  • Paperback: 272 pages
  • Publisher: Allyn & Bacon; 5 edition (27 Aug 2008)
  • Language English
  • ISBN-10: 0205609996
  • ISBN-13: 978-0205609994
  • Product Dimensions: 22.6 x 15.2 x 2 cm
  • Average Customer Review: 4.7 out of 5 stars See all reviews (17 customer reviews)
  • Amazon.co.uk Sales Rank: 387,917 in Books (See Bestsellers in Books)

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  • See Complete Table of Contents

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 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.



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Influence: Science and Practice
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Customer Reviews

17 Reviews
5 star:
 (13)
4 star:
 (3)
3 star:
 (1)
2 star:    (0)
1 star:    (0)
 
 
 
 
 
Average Customer Review
4.7 out of 5 stars (17 customer reviews)
 
 
 
 
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Most Helpful Customer Reviews

 
22 of 22 people found the following review helpful:
5.0 out of 5 stars Fascinating topic, fascinating book!, 14 Jun 2004
By Aj Viljoen (Kuwait) - See all my reviews
(TOP 500 REVIEWER)      
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.

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21 of 21 people found the following review helpful:
5.0 out of 5 stars Simple, powerful description of influence, 13 May 2002
By A Customer
This review is from: Influence: Science and Practice (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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36 of 38 people found the following review helpful:
5.0 out of 5 stars Influence and its power easily explained - scary!, 18 Jun 2001
By A Customer
This review is from: Influence: Science and Practice (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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Most Recent Customer Reviews

5.0 out of 5 stars Frighteningly Insightful
This book is an amazing story of how humans get "hooked in". This is a must read for budding sales people and experienced sales people alike. Read more
Published 6 months ago by Tariq Mahmood

4.0 out of 5 stars Don't buy more books than you need to!
I notice that a lot of people who buy this book also buy Influence: The Psychology of Persuasion (Amazon have an offer on the pair). Read more
Published 7 months ago by GG

5.0 out of 5 stars A Brilliant and Essential Book
I'm not in marketing, but I found this book both fascinating and revealing. We were actually presented with a copy each on a "Communicating with Passion" course I went on, because... Read more
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5.0 out of 5 stars No wonder it has been copied so much...
Seminal book, it has influenced most other books in fact.

If you are to read just one book on the subject, this one should be it. Read more
Published 13 months ago by J. Alan

5.0 out of 5 stars Brilliant Book! A book you will keep going back to again and again. Worth more than 5 Stars.
I've just finished this book. Wow it was mind blowing!

I'm not going to reiterate all the brilliant reviews made about this book, suffice to say it is a useful guide... Read more
Published on 2 May 2007 by J. George

5.0 out of 5 stars Thorough, nicely researched and readable
I'm a beginner, relatively speaking, in NLP and related disciplines. I saw this on a recommended reading list (social proof?) and thought I'd read it. Read more
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5.0 out of 5 stars A helpful aid and a keeper
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. Read more
Published on 19 Mar 2006 by J. P. Russell

5.0 out of 5 stars Required Reading for the Intelligent Consumer
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. Read more
Published on 28 May 2004 by Professor Donald Mitchell

4.0 out of 5 stars Shrewd investment.
This book is frightening. The behaviours and responses we all share and how they can be manipulated or controlled are explained and then explored in an anecdotal style which is... Read more
Published on 9 Mar 2004 by Mark Liversedge

4.0 out of 5 stars Influence review
I have an absolute horror of self-help books, so picked this up from my father-in-law in the Philippines last New Year to read on the plane with zero enthusiasm. Read more
Published on 9 Mar 2004 by P. Patten

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