- Buy the UK edition of Influence: Science and Practice
Influence: Science and Practice Paperback – 29 Jun 2000
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|Paperback, 29 Jun 2000||
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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 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.See all Product Description
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Top Customer Reviews
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.
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.
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.
Most Recent Customer Reviews
Wow! Helped me understand how advertisers target the subconcious mind. Ideas discussed include 'social proof' and using celebrity endorsements. Read morePublished 19 months ago by The Exhibition
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 morePublished on 9 Jan. 2014 by West London Shopper
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 morePublished on 15 May 2013 by Arnis Seleznevs
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 morePublished on 17 Feb. 2013 by Nicholas A. Robson
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
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 morePublished on 27 Jun. 2008 by Frankums
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
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