Influence: Science and Practice

4.18 avg rating
( 81,382 ratings by Goodreads )
 
9780673155146: Influence: Science and Practice
View all copies of this ISBN edition:
 
 

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.

"synopsis" may belong to another edition of this title.

Review:





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.

"About this title" may belong to another edition of this title.

Other Popular Editions of the Same Title

9780321011473: Influence: Science and Practice: United States Edition

Featured Edition

ISBN 10: 0321011473 ISBN 13: 9780321011473
Publisher: Pearson, 2000
Softcover

9780321188953: Influence: Science and Practice (International Edition)

Pearson, 2003
Softcover

Top Search Results from the AbeBooks Marketplace

Stock Image

1.

Cialdini, Robert B
Published by Scott, Foresman
ISBN 10: 0673155145 ISBN 13: 9780673155146
New PAPERBACK Quantity Available: 1
Seller:
Cloud 9 Books
(Wellington, FL, U.S.A.)

Book Description Scott, Foresman. PAPERBACK. Condition: New. 0673155145 New Condition. Seller Inventory # NEW33.3780310

More information about this seller | Contact this seller

Buy New
54.62
Convert currency

Add to Basket

Shipping: 3.78
Within U.S.A.
Destination, rates & speeds
Stock Image

2.

Cialdini Robert B.
ISBN 10: 0673155145 ISBN 13: 9780673155146
New Quantity Available: 1
Seller:
BennettBooksLtd
(San Diego, CA, U.S.A.)

Book Description Condition: New. New. Seller Inventory # E-0673155145

More information about this seller | Contact this seller

Buy New
85.50
Convert currency

Add to Basket

Shipping: 3.75
Within U.S.A.
Destination, rates & speeds
Stock Image

3.

Cialdini Robert B.
ISBN 10: 0673155145 ISBN 13: 9780673155146
New Quantity Available: 1
Seller:
BennettBooksLtd
(San Diego, CA, U.S.A.)

Book Description Condition: New. New. Seller Inventory # S-0673155145

More information about this seller | Contact this seller

Buy New
85.50
Convert currency

Add to Basket

Shipping: 3.75
Within U.S.A.
Destination, rates & speeds