Influence: Science and Practice (5th Edition) |  | Author: Robert B. Cialdini
Publisher: Allyn & Bacon
List Price: $24.00
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Rating:  139 reviews
Sales Rank: 4322
Media: Paperback
Edition: 5
Pages: 272
Number Of Items: 1
Shipping Weight (lbs): 0.8
Dimensions (in): 8.9 x 6 x 0.8
ISBN: 0205609996
Dewey Decimal Number: 153.852
EAN: 9780205609994
ASIN: 0205609996
Publication Date: August 8, 2008
Availability: Usually ships in 1-2 business days
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Product Description
Influence: Science and Practiceis 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.
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Showing reviews 1-5 of 139
 Nothing new in this book November 8, 2009
Guy Denutte (Cali, Colombia)
1 out of 1 found this review helpful
This is a book on marketing, but I didn't find a single original thought in it, unless maybe for the end paragraph, when the author calls some advertisers "the enemy" and wants to "boycott, threat, censure, tirade, nearly anything, to retaliate". Yeah, right. I already do so ever since I have the use of reason.
The irony is that notwithstanding this harsh ending, the whole book is really about marketing and pushed heavily by sales managers.
Maybe it is because the author thinks social conformity "makes sense". Wrong, Mr. Cialdini. Social conformity is driving humanity to its destruction. Scientists warned us that the maximum acceptable level of CO2 in the atmosphere was 350 ppm, and we already reached 387 ppm. We are compromising the quality of life of our children, not of the generations that will come in a thousand years or so. No, our children - the next generation. That is the *force* of social conformity. We don't need more "popular" gasoline consuming cars, Mr. Cialdini. What we do need are electric vehicles - zero emission cars. So, what we really need are people swimming *against* the current. Even a dead fish can go with the flow...
Now, the reason I was trapped in buying this book is precisely due to the heavy hyping : the high rating in amazon and a lot of good reviews and comments. If you, like me, are really interested in social influence techniques you'd better buy any handbook on social psychology, and you will even learn much more in those books. I read Social Psychology, 2nd Ed by Roger Brown way back in 1990. This book adds nothing whatsoever to such a textbook.
 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.
AMAZING! Outstanding text. A must read! October 12, 2009
Lit Master (A classroom near you, USA)
Cialdini has done it! A great text that should be read by all. Study this book and never get ripped off again - understand how the sales techniques that are cast against the unwitting and defeat them. Once you read this book you'll come back and buy ten copies and give them as gifts. A MUST for any psychology class - university or high school.
raising capital for China private equity September 27, 2009
Douglas Metcalf (Asia)
I have used some of these sources of influence in constructing my presentations and the new edition of the book gives the background for the six principles. I can hardly wait for Cialdini's next book on the Power of We.
Powerful... August 8, 2009
Ezekiel S. Phillips
Get this book if you want to learn powerful techniques in human interaction and be immersed in the rich background of the author, Bob Cialdini.
Showing reviews 1-5 of 139
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