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Influence : Science and Practice by Robert Cialdini (2008, Trade Paperback)

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Influence : Science and Practice, Paperback by Cialdini, Robert B., ISBN 0205609996, ISBN-13 9780205609994, Brand New, Free shipping in the US Praised for enjoyable writing, practical suggestions, and scientifically documented material, previous editions of this title have been widely read by business professionals, fundraisers, and those interested in psychology. This new edition includes more firsthand accounts of how principles presented in th apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other publisher description.

About this product

Product Information

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.

Product Identifiers

Publisher
Pearson Education
ISBN-10
0205609996
ISBN-13
9780205609994
eBay Product ID (ePID)
63323669

Product Key Features

Author
Robert Cialdini
Publication Name
Influence : Science and Practice
Format
Trade Paperback
Language
English
Publication Year
2008
Type
Textbook
Number of Pages
272 Pages

Dimensions

Item Length
8.9in
Item Height
0.8in
Item Width
6in
Item Weight
12.6 Oz

Additional Product Features

Lc Classification Number
Bf774.C53 2009
Edition Number
5
Reviews
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, 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
Table of Content
All chapters conclude with "Summary" and "Study Questions." Preface. Introduction. 1.Weapons of Influence. Click, Whirr. Betting the Shortcut Odd. The Profiteers. Jujitsu. Reader's Report. 2.Reciprocation: The Old Give and Take ... and Take. How the Rule Works. Reciprocal Concessions. Rejection-Then-Retreat. Defense. Reader's Report. 3.Commitment and Consistency: Hobgoblins of the Mind. Whirring Along. Commitment Is the Key. Defense. Reader's Report. 4.Social Proof: Truths Are Us. The Principle of Social Proof. Cause of Death: Uncertain(ty). Monkey Me, Monkey Do. Defense. Reader's Report. 5.Liking: The Friendly Thief. Making Friends to Influence People. Why Do I Like You? Let Me List the Reasons. Conditioning and Association. Defense. Reader's Report. 6.Authority: Directed Deference. The Power of Authority Pressure. The Allures and Dangers of Blind Obedience. Connotation Not Content. Defense. Reader's Report. 7.Scarcity: The Rule of the Few. Less Is Best and Loss Is Worst. Psychological Reactance. Optimal Conditions. Defense. Reader's Report. 8.Instant Influence: Primitive Consent for an Automatic Age. Primitive Automaticity. Modern Automaticity. Shortcuts Shall Be Sacred. References. Credits. Index.
Copyright Date
2009
Topic
Leadership, Skills, General, Management, Negotiating, Sales & Selling / General
Lccn
2008-020078
Dewey Decimal
153.8/52
Intended Audience
College Audience
Dewey Edition
21
Illustrated
Yes
Genre
Psychology, Business & Economics

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item 1 Influence: Science and Practice - Paperback, by Cialdini Robert - Acceptable
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item 2 Influence: Science and Practice, Cialdini, Robert
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item 3 Influence: Science and Practice (5th Edition) - Paperback - GOOD
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item 4 Influence: Science and Practice (5th Edition) - Paperback - ACCEPTABLE
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item 5 Influence Science and Practice Robert B. Cialdini Fifth Edition Paperback Book
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item 6 Influence: Science and Practice (5th Edition) by Cialdini, Robert B.
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item 7 Influence: Science and Practice
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4.9

4.9 out of 5 stars based on 11 product ratings

11 product ratings

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See all 8 reviews

5 out of 5 stars
by ccapezza10Oct 08, 2012
Very interesting and helpful read about influence tactics!
I had to purchase this book for an I/O Psych Class in college, and it had to be one of the most interesting required readings. The book is a very easy read about how businesses and people use influence tactics in everyday life. It gives interesting, modern and historical examples of how these influence tactics are used and have been used by people. After reading this book, I debated whether of not to recommend this book for others to read. Only for the sole purpose that, now (after reading about all the influence tactics) I have extensive knowledge about how to influence and manipulate people to my own advantage. However- not being selfish- I would highly recommend this book to anyone and especially anyone who works in a setting where they have to interact with people daily. It really made me think and reflect how businesses and people use influence tactics.Read full review
5 out of 5 stars
by firstseerApr 23, 2019
A book about how people influence others, both intentionally and unknowingly.
Easy to read, the studies were fascinating, fun to see what the author wrote about happening all around me as I mix with other people.
Verified purchase: Yes | Condition: New
5 out of 5 stars
by savvyspenderMar 03, 2014
Awesome book!!!
Great book! This author is the excellent at writing the art of persuasion! Truly enjoyed reading his work! A must own!
5 out of 5 stars
by 4eetraoqsbo@del...Feb 13, 2011
Great transaction!
I don't see how this particular information is relevant to anyone's life but mine so I will tailor my response to have the 100 required characters and call it a day.
5 out of 5 stars
by 7EI1XBX_SVW@Del...Sep 03, 2010
Great buy!
This seller offered a great price, fast shipping, and an accurate description on this book. Very helpful.

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Influence : Science and Practice by Robert Cialdini (2008, Trade Paperback)

About this product

Product Information

Product Identifiers

Product Key Features

Dimensions

Additional Product Features

All listings for this product

Ratings and Reviews

Most relevant reviews

Very interesting and helpful read about influence tactics!

A book about how people influence others, both intentionally and unknowingly.

Awesome book!!!

Great transaction!

Great buy!

Best Selling in Textbooks

Save on Textbooks

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