- Paperback: 272 pages
- Publisher: Pearson; 5 edition (15 Aug. 2008)
- Language: English
- ISBN-10: 0205663788
- ISBN-13: 978-0205663781
- Product Dimensions: 15.7 x 1.2 x 23.5 cm
- Average Customer Review: 4.7 out of 5 stars See all reviews (12 customer reviews)
- Amazon Bestsellers Rank: 364,367 in Books (See Top 100 in Books)
- See Complete Table of Contents
Influence: Science and Practice Paperback – 15 Aug 2008
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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
From the Back Cover
Over 1.5 million copies sold!
What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes:
• twice as many first hand accounts of how the book’s principles apply to business and personal lives;
• updated coverage of popular culture and new technology; and
• more on how compliance principles work in many cultures.
Here’s what people are saying aboutINFLUENCE: 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, Getting to Yes
“Bob Cialdini is the most brilliant student of influence and negotiation I’ve encountered. If everything were on the line in a negotiation, I can’t think of anyone I’d rather have advising me.”
–TOM PETERS, The Tom Peters Group
“This book is the de facto standard to learn the psychology of persuasion. If you don’t read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.”
–GUY KAWASAKI, CEO, Garage.com
“His book should be in every sales and marketing person’s briefcase and reread frequently.”
–R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust
Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents’ Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.
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Top Customer Reviews
On the question: "What's the difference between Influence: The Psychology of Persuasion and Influence: Science and Practice?", the basic answer from Cialdini is that Science and Practice is an updated book and "generally... a more complete discussion of the topic. We do not recommend purchasing both books." His words, not mine, but I hope this helps.
It unveils fascinating realities that you experience everyday but cannot see them as they are, this is a mind changing book, it changes the way you perceive society.
The questions at the end of each chapter makes you think of the issues just discussed, and by doing that you will never forget about the subject.
Top recommended, everyone MUST read this book.
Most Recent Customer Reviews
Classic tet on the social psychology of persuasion and influence, accessible and funny.Published 1 month ago by bbookham
has not lit any fires inside me yet, yawn, yawn yawn and yawn, If you have to buy buy it get it as cheaply as possible.Published on 31 Mar. 2013 by hez07
I am a plumber but if I were a salesman using this book as my guide book I would be # 1.Published on 18 Dec. 2012 by Andrew Sundell
This is a very good book! If you are into marketcommunications and/or arvertising this book about persuasion and easy tricks.. I've read it twice now - just for the fun of it.. Read morePublished on 25 Jan. 2010