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Influence: Science and Practice (5th Edition) |  | Author: Robert B. Cialdini
Publisher: Prentice Hall
Category: Book
List Price: $24.80
Buy New: $14.65
as of 9/8/2010 22:07 CDT details
You Save: $10.15 (41%)
New (56) Used (68) from $14.00
Seller: supermoviedeals
Rating:  148 reviews
Sales Rank: 460
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
Publication Date: August 8, 2008
Availability: Usually ships in 1-2 business days
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| • | ISBN13: 9780205609994 | | • | Condition: New | | • | Notes: BUY WITH CONFIDENCE, Over one million books sold! 98% Positive feedback. Compare our books, prices and service to the competition. 100% Satisfaction Guaranteed |
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Product Description
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.
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| Customer Reviews:
Showing reviews 1-5 of 148
 Wrong edition, but great buy September 6, 2010
Jaimes
Although the book came in great condition (no markings, etc) I was shipped the fourth edition when it was advertised as the 5th edition. Nevertheless, I find the content to be very interesting and worthwhile for anyone to read.
 Marketing Distilled so even Experts can understand it August 31, 2010
David Wineberg (New York, NY USA)
This is the second time I've read this book. I still take issue with some of the examples Cialdini employs, because (I say) - its not that simple, or there's much more going on here than that. You can't make that claim about this incident - kind of thing. But I love all the examples, the stories, the strategies, the experiments, the studies. And I love the organization. Basically, he boils down marketing into types of influence. There are six:
1. Reciprocation
2. Commitment & Consistency
3. Social Proof
4. Liking
5. Authority
6. Scarcity
And no surprise here - those are the chapters, with an intro and an extro to complete the sandwich.
My personal favorite story concerns a Transcendental Meditation recruitment seminar, in which a uninitiated logic professor debunked absolutely everything, right in front of everyone. Solidly and totally shredded everything. This resulted not in a rush for the exits, but rather in a rush to sign up. (I call this the Uncertainty Certainty. When uncertainty is removed, people are empowered to do the wrong thing - and they do. Consistently.) People had excuses like - if I didn't sign up right then and there, I never would. So they did.
For our society, in our age, this book covers the gamut. With these tools, you can influence behavior. And for all those who still believe we know nothing about advertising - you clearly haven't read this book.
Very inspiring August 4, 2010
Kuikui
I bought that for organizational behavior class. It turned out to be a good book that I read it without any reading assignment. The theory is practical and easy to understand.
Great book with ideas that anyone can benefit from. July 1, 2010
Kevin
This was a great book. I come from a technical background, and as most people know engineers are horrible at influencing others. But this book taught me a lot of simple ideas that are applicable in helping to motivate others to my point of view and also how to recognize when others are using these techniques and how to defend against them.
The book has 6 different concepts and it goes into the psychology of each (at a high level), some examples of it, and a few testimonials from readers. It was a quick read and held my attention throughout.
As a side note, in case you are comparing editions. The "Influence Science and Practice" seems to be the most recent version. The "Influence psychology of persuasion" book looks like the same book with an earlier copyright. Skimming through the chapters of both they look like the exact same text, so you probably don't need both.
Influence - Science & Practice 5th ed June 8, 2010
Moses J. Poissant (Jupiter, FL USA)
0 out of 1 found this review helpful
so far a very good book that was used and in very good condition as explained.
Showing reviews 1-5 of 148
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