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140 ratings, 4.20 average rating, 31 reviews
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published
February 28th 1993
by HarperCollins Publishers
binding
Paperback, 253 pages
isbn
0673467511
(isbn13: 9780673467515)
description
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes”...more
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other reviews (showing 1-20 of 205)
Read in May, 2007
I read this last year and am reading again. Good book on sales tactics used by various companies. The author has tested all the theories in experiments, which had amazing results. It provides good protection against buying something you never wanted in the first place or spending more money that you originally intended. Companies use fundamental tactics that are based on human psychological attributes. They can then manipulate your response based on human behavior to make a profit. For examp...more
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Read in January, 2000
Whenever anyone asks me what interesting books they should read from psychology, this is one of the tops on my list. It's well written, accessible, and one of those books whose messages stick with you and are applicable in many circumstances.
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Read in January, 2003
This book gets down to the heart of persuasion. How and why are people influenced? "Influence" is just a cool book that makes you stop and think..."why did I do that, or buy that, or follow that trend". Prime example that has much relevance to me is the concept of hazing in the greek community. The book gets at reasons as to why someone would subject themselves to torture just to be in a social organization. For advertisers, I hope I don't have to expain why this book is impo...more
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Read in June, 2008
recommended to Adam by:
Jump Associatesrecommends it for: Everyone
This is the best book I've read in a really long time. It is interesting, very useful, and chock-full of great examples.
Basically the book lays out all of the various ways that people can influence the thoughts, behaviors, and decisions of other people. Cialdini calls folks who do this professionally "compliance professionals". These are salesmen, Hare Krishnas, and even con-men.
It is essential reading for anyone in management, sales, and business development. And, really, anyo...more
Basically the book lays out all of the various ways that people can influence the thoughts, behaviors, and decisions of other people. Cialdini calls folks who do this professionally "compliance professionals". These are salesmen, Hare Krishnas, and even con-men.
It is essential reading for anyone in management, sales, and business development. And, really, anyo...more
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Read in June, 2008
A great book for sales and understanding how people make decisions.
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Read in April, 2006
recommends it for:
everyone, especially marketers, salesmen, consumer whores
This book completely opened my eyes to the tricks that are being played on me in the world of sales. I can now avoid a large amount of influence and know how to use some of my own. (mua ha ha ha ha.) For an academic book, it's incredibly well-written - lots of facts and things to remember, but he conveys his points through stories and examples, which makes it easier to read and keeps the information in easy recall. The topic matter is inherently interesting, so that helps propel things, too. A m...more
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Read in November, 1997
recommended to Angela by:
Uncle Davidrecommends it for: everyone
This book truly opened my eyes to what motivates people to action. Especially remarkable to me were the behavior of crowds, our innate submission to authority, the dirty tricks marketers play and how gullible we are to advertising, and most of all, how destructive ignorance is. Most of us would never believe ourselves capable of evil, yet we permit outrages and sit by without lifting a finger unless our "act now" impulse is triggered. Fascinating, and useful - this book should be ta...more
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Read in July, 2005
We have automatic behavior patterns that can be triggered by a single piece of information, and people can hit those triggers and influence our compliance. This book outlines the key triggers.
*the need to reciprocate
*the need to be consistent with our past behavior and beliefs
*social proof, or the power of what others are doing
*we tend to agree to thing more when we like the person
*we often obey authority figures against our better judgement
*we find opportunities more valuable if ...more
*the need to reciprocate
*the need to be consistent with our past behavior and beliefs
*social proof, or the power of what others are doing
*we tend to agree to thing more when we like the person
*we often obey authority figures against our better judgement
*we find opportunities more valuable if ...more
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Has a copy to sell/swap
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Read in January, 2007
Influenc explores the ways in which we become persuaded from a social-psychological standpoint. The book includes such topics as why charities send you free address labels with their mass-mailings, and why people are more likely to believe in believe in information that is censored or banned. It is an entertaining read for anyone, and would be particularly useful to someone involved in marketing.
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This is possibly the greatest book I have ever read on this subject. Ever wonder why less torture gets people to defect more? Ever wonder why people stand around when people get stabbed in New York? Ever wonder why all those people drank the poisoned cool-aid? Ever wonder why car salesman sell so much overpriced merchandise? Ever wonder how many ways you could be suckered? Amazing!
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Written by a professor of social psychology, this is a somewhat-anecdotal textbook on principles of influence. Far from a handbook for marketing, Cialdini gives insight into topics as diverse as suicide, religion and education. This was a very, very cool book. It gets my very highest rating: SIX STARS!!! But quanties are limited. Go to amazon.com right now to secure a copy for yourself!
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recommends it for:
every social psychologist everywhere
I can't even tell you how much I love and how often I use this book. I took a class a few years back and this was the textbook. Since then, I have cited it in many papers and when I give lectures, I use this book as a reference. It really is beautifully and simply written so anyone can read it. At the same time, it is completely genius. I'm sure Cialdini knows this too.
Read in January, 2005
recommends it for:
mind hackers, educated consumers
This is a textbook for sales and marketing people. I am not either of those. I simply have an interest in propaganda, both historical and modern.
It's an easy read, and full of techniques and heuristics used by the sales industry to get you to want and buy what they're selling.
Know what's being used against you.
It's an easy read, and full of techniques and heuristics used by the sales industry to get you to want and buy what they're selling.
Know what's being used against you.
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One of the books that turned me on to the social sciences. Very accessible, with excellent examples. Discusses various ways in which we are wired to comply with the desires of others, and how to combat unwanted influence attempts. Full of relevant and interesting research in social psychology.
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Has a copy to sell/swap
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Read in July, 2005
Fantistic book. Better than "How to make friends and influence people". Breaks down the art of getting people to say "yes" into six princples with many practical techniques based on these principles. Even better it tells you how to spot these techniques and how to defend against them.
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Read in January, 2008
A fascinating book about the way we have come to react to things and how people take advantage of it. Learn things you didn't realize about yourself and the human species. Learn how to defend yourself from the people that try to take advantage of things you don't even know you do.
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Cialdini lays out the five ways that people are influenced to think, buy, and behave. This is the classic—everyone since has merely embroidered Cialdini’s basic insights. You need to know this stuff if you’re a marketer, selling an idea, or just trying to be persuasive.
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Read in November, 2008
It's a roundup of how people influence us through our brain's shortcuts for decision making, and how we can protect ourselves from this kind of behaviour.
Very well written, LOVELY framing and examples, absolutely loving it. Will update when I finish the book next week.
Very well written, LOVELY framing and examples, absolutely loving it. Will update when I finish the book next week.
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Actually not a bad book at all on persuasion. Some might even say a classic. I just don't likw it when books like this become Bibles to people. (See 48 Laws of Power, which I believe was written by someone who still lives with his mother)
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Read in June, 2008
I've read this book 3 or 4 times now and every time it provides me with "ah hah" moments. It's too bad that even after reading this so many times I still fall for all those scheming marketing ploys out there in our big wide world.
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