Influence: The Psychology of Persuasion (Collins Business Essentials) |  | Author: Robert B. Cialdini
Publisher: Harper Paperbacks
List Price: $17.99
Buy New: $7.99
as of 11/21/2009 08:11 CST details
You Save: $10.00 (56%)
New (53) Used (28) from $7.50
Seller: smokymtnbooks
Rating:  313 reviews
Sales Rank: 431
Media: Paperback
Edition: Revised
Pages: 336
Number Of Items: 1
Shipping Weight (lbs): 0.6
Dimensions (in): 7.8 x 5.3 x 0.9
ISBN: 006124189X
Dewey Decimal Number: 153.852
EAN: 9780061241895
ASIN: 006124189X
Publication Date: January 1, 2007
Availability: Usually ships in 1-2 business days
| |
| Features:
|
| Also Available In:
|
| Similar Items:
| |
| Editorial Reviews:
Amazon.com Review
Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended.
Product Description
Influence, the classic book on persuasion, explains the psychology of why people say "yes"âand how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. You'll learn the six universal principles, how to use them to become a skilled persuaderâand how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
|
| Customer Reviews:
Showing reviews 1-5 of 313
 Very influential November 3, 2009
R. Naidu (Wooster,OH)
0 out of 1 found this review helpful
This book may not help you sell ice to an Eskimo but it will certainly help you identify people who are
Cialdini is to Influence what Einstein is to physics November 2, 2009
Robert R. Rowntree (Toronto, Ontario, Canada)
Cialdini is known in the academic as the Einstein of Influence, well at least his research into influence. He has a great structure to the book in that he outlines influencing strategies and tactics. Then he gives you the bonus on how to block these tactics when they are used against you. For example, top influencers are titles, uniforms and cars.
 Eric Fechter Review of Influence: The Psychology of Persuasion October 20, 2009
John Fechter
Influence: The Psychology of Persuasion, by Robert B. Cialdini, explores how and why people can be influenced by others.
The First aspect of the book I noticed was that it was easy to pick up and read. Cialdini is often wordy, but explains complicated psychological experiments in simple yet clear terms for you to understand.
The book covers six different ways in which people are influenced: Weapons of Influence, Reciprocation, Commitment and Consistency, Social Proof, Liking, Authority, and Scarcity. You might be asking yourself, "Isn't that a little short?" Not at all. The amount of evidence, ranging from Cialdini's personal experience to studies, will have overwhelmingly convinced you by the end of each chapter. While reading numerous examples does prove a point, it does get redundant at times and interferes with the flow of the book.
In his epilogue to the book, Cialdini discusses his disdain for those who use these techniques against others with false or counterfeit information. Ironic, because as a Marketing man myself, I find it hard not to think about how I could incorporate these techniques while reading about them. In order to offset this, Cialdini has a "HOW TO SAY NO" section in each chapter spelling out how one can counteract the practices. However, some of Cialdini's counter-measures do not seem plausible. For example, when Cialdini talks about how not to let a likable person affect, you he says, "Once we discover that we have come to like Dan more than we would have expected to, we don't have to know why. The simple recognition of unwarranted liking should be enough to get us to react against it." That type of behavior, if put into practice, may come off as paranoid and something people simply would never do. Although, Cialdini's counter-measure for authority does make sense. Simply recognize that symbols of authority can be easily faked and you will have the proper guard against that type of influence.
One of the most interesting parts of the book comes during the epilogue, when Cialdini offers his explanation on why people are susceptible to this type of conduct. He believes the rush of modern life is forcing people to develop quick, automated responses to certain types of actions and that people should resist this with force, using this book as their tool.
Being a little wordy and redundant are my only complaints about Influence. Other than that Influence, exposes many weaknesses in people that allow them to be influenced in a thoughtful way. With some critical thinking not only can one conquer these disadvantages, but they can be used for your own gain as well.
By Eric Fechter
Extremely useful and interesting. October 11, 2009
C Winger (Athens, GA)
Summarizes some very widely known (and other lesser known) psychological experiments on human behavior and influence in an easy-to-understand format that forces you to realize why you might make certain choices.
I am very glad to have read this and hope more people read it. The sections about brainwashing of American troops in Communist China, and the parts describing reciprocation society are fascinating. The most shocking thing I learned from the book was how suicide rates show a predicable and consistent increase in local areas where a suicide story is published as a newspaper/media headline. Amazing yet terrifying study.
This book describes a study where a shy child is shown a short video depicting other shy children joining playgroups of eager and receptive peers. Continuous exposure to the video actually persuaded other shy kids to start joining playgroups on their own. Where can parents get a copy of this video? Why not have that available on A website? I am sure many parents worry about their shy children, and this seems to be a simple way to help. I'm just surprised there isn't something like this for parents to help nudge their kids toward breaking tough social barriers.
 Influence: The Psychology Of Persuasion September 23, 2009
Michael Kelly (Indiana)
0 out of 1 found this review helpful
Good information, but written in a style that fails to
cut to the chase when the author give examples of basic
concepts.
Showing reviews 1-5 of 313
|
|
|
|
