by N/A
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say yes to another's request).
Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say yes. Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.
Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
Format: Paperback
Pages: 262
Edition: 4th
Publisher: Pearson Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say yes to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say yes. Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. New Reader's Reports are included in the Fourth Edition and illustrate how readers have used one of the principles or have had a principle of influence used on them.
Published: 01 Jun 2000
ISBN 10: 0321188950
ISBN 13: 9780321188953
Book Overview:
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
Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.
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