Influence

Science and Practice

Robert Cialdini

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Paperback

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English

Allyn & Bacon
29 July 2008

Psychology; Business strategy; Management & management techniques

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.

By: Robert Cialdini
Imprint: Allyn & Bacon
Country of Publication: United States
Edition: United States ed of 5th revised ed
Dimensions: Height: 10mm, Width: 10mm,
Weight: 360g
ISBN: 9780205609994
ISBN 10: 0205609996
Pages: 272
Publication Date: 29 July 2008
Audience: Professional and scholarly , Undergraduate
Format: Paperback
Publisher's Status: Active

Robert B. Cialdini is Regents' Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing. He has taught at Stanford University and Harvard's Kennedy School of Government. He has been elected president of the Society of Personality and Social Psychology. He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence. Dr. Cialdini attributes his interest in social influences to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.

Reviews for Influence: Science and Practice

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