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Influence: Science and Practice [Paperback]

Robert B. Cialdini (Author)
4.7 out of 5 stars  See all reviews (23 customer reviews)

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Robert B. Cialdini
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Product Description

Product Description

Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say "yes" to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.

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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What Do Customers Ultimately Buy After Viewing This Item?

Influence: Science and Practice
72% buy the item featured on this page:
Influence: Science and Practice by Robert B. Cialdini Paperback 4.7 out of 5 stars (23)
Influence: The Psychology of Persuasion
20% buy
Influence: The Psychology of Persuasion by Robert Cialdini Paperback 4.3 out of 5 stars (34)
£5.48
Yes! 50 Secrets from the Science of Persuasion
3% buy
Yes! 50 Secrets from the Science of Persuasion by Noah J. Goldstein Paperback 4.2 out of 5 stars (36)
£5.86
What Every Body Is Saying: An Ex-FBI Agent's Guide to Speed-reading People
3% buy
What Every Body Is Saying: An Ex-FBI Agent's Guide to Speed-reading People by Joe Navarro Paperback 4.3 out of 5 stars (59)
£6.26
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Customer Reviews

23 Reviews
5 star:
 (17)
4 star:
 (5)
3 star:
 (1)
2 star:    (0)
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Average Customer Review
4.7 out of 5 stars (23 customer reviews)
 
 
 
 
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Most Helpful Customer Reviews

 
58 of 59 people found the following review helpful:
4.0 out of 5 stars Don't buy more books than you need to!, 4 Dec 2008
By GG (Kent, UK) - See all my reviews
This review is from: Influence: Science and Practice (Paperback)
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). Well, I haven't read that book but I did notice the following comment in the FAQ section of Cialdini's own website (influenceatwork.com):

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.
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23 of 23 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)    (VINE VOICE)   
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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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
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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5.0 out of 5 stars No wonder it has been copied so much...
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