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Influence: The Psychology of Persuasion (Collins Business Essentials) |  | Author: Robert B. Cialdini
Publisher: Harper Paperbacks
Category: Book
List Price: $17.99
Buy New: $9.08
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Seller: pbshop
Rating:  336 reviews
Sales Rank: 438
Media: Paperback
Edition: Revised
Pages: 336
Number Of Items: 1
Shipping Weight (lbs): 0.6
Dimensions (in): 7.9 x 5.3 x 0.9
ISBN: 006124189X
Dewey Decimal Number: 153.852
EAN: 9780061241895
ASIN: 006124189X
Publication Date: January 1, 2007
Availability: Usually ships in 1-2 business days
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| Editorial Reviews:
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
Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
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| Customer Reviews:
Showing reviews 1-5 of 336
 Starting guide for sales people September 1, 2010
Lakshmanan (Chennai, India)
This book deals with six principles which influende people to buy an item or accept others point of view. The priciples are already what we know from our every day experience but are put into six broad catagories. So when we make a selling or when we a buy a stuff, we can surely identify the reason lies within the six principles. The six principles are like foundation for selling. Once we know how these principles work, we can apply it in real life. Even though we know we have been influenced by a sales person or infuencing as sales person, these principles work. This is becaues these principle are like reflex action.
One of the most intriguing, enlightening and thought provoking August 22, 2010
G. T. Hopkins (I'm right here)
This book is one of my all-time favorite books on why we do what we do. It provides tons of well researched proof. It explains some of the most baffling behavior to make headlines. It also provides insight so that we can protect ourselves from the forces of influence attempting to take advantage of us. This book provides insight into some of histories greatest and most horrifying nightmares (Hitler, the 1964 Genovese murder witnessed by 38 who did nothing, and more) and what we can do to protect ourselves from this form of covert mind-control. To not read this book leaves you exposed and vulnerable to scams and exploitation. Don't find yourself wondering how you could have been so stupid or easily manipulated. Arm yourself and read this book.
 Entertaining book from a credible writer, yet a little wordy and too focused on sales people. August 3, 2010
City Walker
This is a very interesting book that gives six ways to aid your persuasion skills. This book has seven chapters:
1) Weapons of Influence: Introduction
2) Reciprocation: Explains that if you give something a person will feel indebted to you
3) Commitment and Consistency: If a person acts in a certain way to you they will continue acting that way
4) Social Proof: If someone sees others doing something they will follow
5) Liking: If a person likes you they will be prone to listening to you
6) Authority: People tend to listen to ones that have authority (or seem to have it)
7) Scarcity: If something is limited people will want it more
As it can be seen most people know these things already. The book goes into deep detail and supports reasons with research which is refreshing. My main critique, as some other reviews say, is that the author says in twenty pages what could be said in five to ten. In addition to that, the writer examines basic human actions too much; certain things can be understood as basic human nature and it can be left at that. Also in certain chapters Cialdini seems to wonder to almost a point where it seems he should have created a new chapter. Something that was also annoying is that this books seems to be written for a sales person no an average person, because of this the book sometimes seems to be a sales manual. When finishing the book it seems the author could have accomplished the same task with less pages, less repetition, and more focus.
On the positive side, the books contains a lot of information that is helpful for persuading people. There is a lot of research that is added that backs up the techniques mentioned. One thing that the book does very well is shows historical tests and talks about famous researchers.
I am glad I read this book and I enjoyed it. If you want, you can get information on persuasion techniques in a less wordy and quicker ways in other books but I chose this book because it: Has research to back it, is written by a professor, the author is committed and has real world experience in usage of the techniques. From what I can see it looks like the best one on Amazon.
Consumer rights June 14, 2010
Ryan Vlasak
1 out of 1 found this review helpful
In Influence, Robert Cialdini articulates six "principles of compliance" or psychological factors that influence our decision-making: reciprocation, commitment and consistency, social proof, liking, authority, and scarcity. While each principle in isolation is fairly straightforward, Cialdini shows how the principles can nevertheless be used to secure compliance in situations in which compliance would not otherwise occur. Cialdini's overall purpose in Influence seems to be to alert us (the consumer) how otherwise benign and useful social rules can be manipulated for profit.
As a consumer rights attorney, I highly recommend Cialdini's book. Influence is full of interesting examples and results backed by empirical data and experiments related in lively, smart prose. Far from a book intended for the marketing professional, Influence is a work for consumers. Cialdini reads like a Platonist, reminding the consumer to listen to her gut and mind the shadows of the cave in the marketplace.
Bracamontes & Vlasak, P.C.
Ryan Vlasak
Fun reading for the reluctant business book reader June 4, 2010
Melissa (Tampa, FL)
1 out of 1 found this review helpful
I am usually reluctant to read "business" books, but I am very pleasantly surprised by how well the information is presented and that it is a page-turner. At least one, and usually several, experiments are explained to provide foundation for the evidence, which satisfies the curiosity about this aspect of human behavior. I have begun looking at sales, advertisements and communications in general in new way!
Showing reviews 1-5 of 336
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