- 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)
Influence: The Psychology of Persuasion Paperback – 1 Feb 2007
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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.
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Top Customer Reviews
"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.Read more ›
Most Recent Customer Reviews
The print is very poor (light)) Not sure if it's just a bad copy or all are the same. Delivery time as expected. Good sellerPublished 1 month ago by Keith F
I made copious notes whilst reading this book, and refer back to them often. I learned a lot from this book.Published 1 month ago by D. Withington
I came to this book after reading Cialdini's recent book PreSuasion which I found fascinating. This is I found very worthwhile but slightly less of a page-turner. Read morePublished 1 month ago by William Jordan
Ridiculously small print. I am lucky enough to have 20/20 eyesight yet I am struggling to read this book owing to the microscopic font size. Read morePublished 2 months ago by Amazon Customer