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Influence: The Psychology of Persuasion | 
 enlarge | Author: Robert B. Cialdini
Publisher: Collins
Category: Book
List Price: $15.95
Buy Used: $5.49
You Save: $10.46 (66%)
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Rating:  262 reviews
Sales Rank: 6817
Media: Paperback
Edition: Revised
Pages: 336
Number Of Items: 1
Shipping Weight (lbs): 0.8
Dimensions (in): 8.9 x 6.1 x 1
ISBN: 0688128165
Dewey Decimal Number: 153.852
EAN: 9780688128166
ASIN: 0688128165
Publication Date: October 7, 1998
Availability: Usually ships in 1-2 business days
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Shipping: International shipping available
Condition: Help save a tree. Buy all your used books from Green Earth Books. Read -> Recycle -> Reuse!
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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
Some people just won't take no for an answer. In Influence, Dr. Robert Cialdini explains the six psychological principles that drive our powerful impulse to comply to the pressures of others and shows how we can defend ourselves against manipulation (or put the principles to work in our own interest). Influence guarantees two things: Readers will never say yes again when they really mean no, and they'll be more persuasive than ever before.
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| Customer Reviews: Read 257 more reviews...
 Good background October 8, 2008
Mr. Na Riva (Cape Town, South Africa)
1 out of 1 found this review helpful
This book gives a very good background to persuasion. At times it goes into a bit too much detail, but still definitely worth the read.
What's the difference between several version of the book? October 6, 2008
Albert S (Sunnyvale, CA)
1 out of 1 found this review helpful
I read Influence: the new psychology of modern persuasion, a 1984 Quill version. I wonder what's the difference between different versions about this or similar book? Is 1984 content outdated?
 Should be required reading October 4, 2008
Jos Pols
Nutshell review - This should be required reading. It discusses and explains many ways in which we are being influenced and persuaded, often to our detriment. If you want to know how it is done, and how to defend yourself against it, then read this book - a few times.
 Basically Common Sense Approach September 29, 2008
C. R. Downing (Chippenham, Wilts England)
1 out of 1 found this review helpful
There's actually very few book on the subject of persuasion - most are written for the sales department and take that particularly aggressive approach liked by sales management and trainers who long left the coalface of real selling and continue to use the terminology of war tactics and strategy. Personally I never quite understood the mentality of 'attacking' markets and 'controlling' clients. However this is an interesting addition to the conversation and pulls together quite a few examples and analogies. Overall though I feel this hasn't been written in the heat of actual persuasive discussion. It feels more like a course for baby sales and marketing people still in college.
Buy the book if you're creating a library on the subject (it's been around a long time so it can't be all iffy) - but there are plenty more to reasearch.
 Beating the obvious to death September 25, 2008
Ralph Adam Fine
2 out of 2 found this review helpful
Frankly, I do not understand why this book has received all the good reviews. One reviewer called it "Deep and Readable." I found it to be neither.
The book is a re-hash of mostly old college-psychology experiments (rarely relatable to the real world) and examples (many) of the author's having fallen for some of the oldest tricks in the bunko book. It does not take a rocket scientist, or a psychologist, to tell you that you will be more likely to buy from someone you like than someone you do not like (and that sales people try to make you like them). It does not take a rocket scientist, or a psychologist, to tell you that folks tend to follow orders or that good-cop/bad-cop routines generally work.
There was, however, one area where the book helpful: the discussion of reciprocity (the reason charities send "free" return-address stickers to you, or why the Hare Krishna folks give (or used to give) flowers to people at the airport). Although this, too, is obvious, the book's analysis of the psychological process is interesting. But, as with the rest of the book, the author repeats and spreads this discussion over too many pages; it could (and should) have been a tight article.
Writing takes discipline--discipline of organization, structure, and language. Cialdini stumbles on all. And, do we really trust a psychologist who buys a "fun" activity-coupon book from a woman who comes to his door in a sexy outfit merely because he admitted to liking restaurants, the theater, and other things for which the coupon book purported to give discounts, and did not want her to think that he was lying. Oh my ...
In sum, the book makes big deals out of the obvious, and does it a million ways from Sunday.
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