| Influence: Science and Practice | 
 enlarge | Author: Robert B. Cialdini
Publisher: HarperCollins Publishers
Category: Book
List Price: $38.00
Buy Used: $0.01
You Save: $37.99 (100%)
New (5) Used (37) from $0.01
Avg. Customer Rating:  129 reviews
Sales Rank: 898079
Media: Paperback
Edition: 3rd
Number Of Items: 1
Pages: 253
Shipping Weight (lbs): 0.7
Dimensions (in): 9.1 x 6.1 x 0.5
ISBN: 0673467511
Dewey Decimal Number: 153.852
EAN: 9780673467515
ASIN: 0673467511
Publication Date: February 1993
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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| Customer Reviews: Read 124 more reviews...
 Influence: Science and Practice (5th Edition) November 29, 2008
A must read. In 2002 I wrote a review about the previous edition. Now I am a professor and have a doctorate, so I actually reference the book in my marketing and management classes. Great book for so many disciplines.
 Great easy reading. November 16, 2008
The book is very infomartive and is a great easy read. If I had not need it for class I would not have known it existed. I normally sale my books back, but NOT this time.
Read Chapters 1-3 November 12, 2008
Overall this was an enjoyable read, but it almost felt like two separate books to me: chapters 1-3, then chapters 4-8.
The first three chapters were very interesting and, in my copy, are covered in sticky notes, underlines, and highlights. It's not that the book shared anything particularly new, but it presented it in an organized fashion that directly related to many of my current business endeavors. If you have any project that involves selling/marketing - whether writing web copy or attending networking events - there will be some good tips, or at least friendly reminders, in these first three chapters.
The rest of the book was pure pop psychology, along the lines of "Stumbling on Happiness" - well-written, with many illustrative examples, but not all that useful. I only highlighted three phrases in all of chapters 4-8. If you like pop psychology, the rest of the book is an easy and enjoyable read, but hard to justify as work-related research.
A good textbook September 10, 2008
I purchased this title for an MBA course, 'The Causes of Corporate White Collar Crime'. It, along with quite a few case studies, makes up our reading content for this course. Cialdini does a thorough job of focusing on a number of topics of influence: reciprocation, consistency, social proof, liking, authority and scarcity. For each of these topics, Cialdini successfully incorporates many real life examples to help flesh out and explain each of these. Instead of some hard to read textbook, it is an enjoyable read and easy to get into and follow.
A must for anyone who wants to be heard in the world of business. September 3, 2008
What lets some people be listened to while others are completely ignored -- despite saying essentially the same thing? "Influence: Science in Practice" has sold over a million and a half copies is an examination of the concept of Influence and its effect in the world of business. The new and improved fifth edition adds more supportive anecdotes, the effect of popular culture, technological advances, and cultural issues that appear. Now in a newly updated and expanded fifth edition, "Influence" is a must for anyone who wants to be heard in the world of business.
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