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Influence - Science And Practice [Paperback]

Robert B. Cialdini
4.6 out of 5 stars  See all reviews (17 customer reviews)

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Product details

  • Paperback
  • Publisher: Allyn And Bacon/Pearson (2001)
  • Product Dimensions: 22.6 x 14.7 x 1.5 cm
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (17 customer reviews)

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Customer Reviews

4.6 out of 5 stars
4.6 out of 5 stars
Most Helpful Customer Reviews
25 of 25 people found the following review helpful
5.0 out of 5 stars Fascinating topic, fascinating book! 14 Jun 2004
By Aj Viljoen VINE VOICE
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
5.0 out of 5 stars Simple, powerful description of influence 13 May 2002
By A Customer
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
5.0 out of 5 stars A helpful aid and a keeper 19 Mar 2006
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
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
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
5.0 out of 5 stars Required Reading for the Intelligent Consumer 28 May 2004
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
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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Most Recent Customer Reviews
3.0 out of 5 stars plain.
my bosses friend recommended it. so had to buy it. i think both the boss and his friend seem to think too much of this book. it is just common sense. you might like it. Read more
Published 9 months ago by peter
5.0 out of 5 stars Great book and seller
The book brings lots of great examples and goes in depth to explain the human brhaviour in certain situations when the decision making is involved. Read more
Published 17 months ago by Arnis Seleznevs
4.0 out of 5 stars Useful to those doing the Messaging or receiving them
This is an easy read and shows the power for language and style to get your message over. If nothing else, it ill change how you view standard sales tactics and especially car... Read more
Published 20 months ago by Nicholas A. Robson
4.0 out of 5 stars Eye Opener
I sell products off the internet so it was very relevent in how customer approaches are made.
Interesting discussion on suicides and mass suicides - Makes me aware of when not... Read more
Published on 8 Sep 2009 by Mr. S. Renals
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
Published on 27 Jun 2008 by F. Boddy
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 on 13 Jun 2008 by J. Alan
5.0 out of 5 stars Brilliant Book! A book you will keep going back to again and again....
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
Published on 11 April 2006 by Richard Griffiths
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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