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Influence: The Psychology of Persuasion Paperback – 1 Feb 2007

4.3 out of 5 stars 355 customer reviews

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Frequently bought together

  • Influence: The Psychology of Persuasion
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  • Pre-Suasion: A Revolutionary Way to Influence and Persuade
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  • Methods of Persuasion: How to Use Psychology to Influence Human Behavior
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Product details

  • Paperback: 336 pages
  • Publisher: HarperBusiness; Rev. Ed., 1st Collins Business Essentials Ed edition (1 Feb. 2007)
  • Language: English
  • ISBN-10: 006124189X
  • ISBN-13: 978-0061241895
  • Product Dimensions: 13.5 x 2.1 x 20.3 cm
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (355 customer reviews)
  • Amazon Bestsellers Rank: 615 in Books (See Top 100 in Books)
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Product description

Review

For markters, this book is among the most important books written in the last ten years. (Journal of Mariketing Research)

Influence should be required reading for all business majors. (Journal of Retailing)

This book will strike chords deep in the hearts and psyches of all of us. (Best Sellers Magazine)

The material in Cialdini’s Influence is a proverbial gold mine. (Journal of Social and Clinical Psychology)

About the Author

Robert B. Cialdini, Ph.D. holds dual appointments at Arizona State University. He is a W. P. Carey Distinguished Professor of Marketing and Regents' Professor of Psychology, and has been named Distinguished Graduate Research Professor. Dr. Cialdini is also president of Influence At Work, an international training and consulting company based on his groundbreaking body of research on the ethical business applications of the science of influence.


Customer Reviews

Top Customer Reviews

Format: Kindle Edition Verified Purchase
Very entertaining but also made me consciously aware of aspects of persuasion psychology that I'd only been subconsciously aware of before.
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Format: Paperback Verified Purchase
Unreadable quality - tiny font - poor quality paper - shame because it is a great book - I also got in on Audible
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Format: Paperback Verified Purchase
easy forgotten really
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Format: Kindle Edition Verified Purchase
Noteworthy things have been explained properly, however the majority of the book is long-winded and all the advice, tips and techniques could have been compacted into a 20 page paper rather than producing a book of nearly 300 pages where the bigger chunk of it is irrelevant and describes author's adventures.
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Format: Kindle Edition Verified Purchase
Very interesting read about choices we make, or should I say persuaded to make. Also how to recognise when you are being persuaded.
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Format: Paperback Verified Purchase
Even though this is a revised edition, I felt it somewhat dated as a read and out of touch.
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By Peasant TOP 500 REVIEWER on 9 April 2012
Format: Paperback Verified Purchase
If you are looking for a well-written, accessible book on how advertising and other media affect our decision-making, I can strongly recommend the general reader try this one. Cialdini is a professor of Psychology in the USA who feels a strong urge to let us, the general public, get an insight into the way our opinions are manipulated by "compliance professionals". This means not just advertisers and salesmen, but politicians, health experts, religions and many others - all the people whose job it is to persuade us to do what they want.

"Influence" is written with a light touch and plenty of dry wit. Jargon is kept to a minimum but the author doesn't go in for that shallow "self-help book" style which insults the reader's intelligence. Instead, he often opens a subject with a tale told against himself; how falling for a ploy stimulated him to analyse and understand it. His route into the subject is through a common-sense psychology; there are no weird theories.

Cialdini identifies a core of simple, easily recognised behavioural reflexes which evolved to bind social groups together, but which are utilised by those in the know to weasel round our natural resistance. For example, we experience an innate knee-jerk of gratitude when given a present, no matter how small or inappropriate. Cialdini shows us how salemen take advantage of this to nudge us towards a sale; but also identifies the way we soon see the trick, and experience a secondary reflex of resentment and irritation. He shows the reader how to separate and understand these responses, avoiding both the con and the unpleasant feelings of anger that contaminate our reaction. This is all told with humour and humanity - and without unnecessary theorising.
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Format: Paperback Verified Purchase
The book is delivered correctly but unfortunately, the printing quality is intolerable. The font is very small, and the page margin is relatively too big. Moreover, the ink is so weak that sometimes it is hard for me to read. I am not sure it is a widely existing problem or I am the only few unlucky ones. I bought a lot of books from Amazon, and this seems my worst one.
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