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370 ratings, 4.28 average rating, 75 reviews
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published
January 1st 2007
by Collins
binding
Paperback, 336 pages
setting
Unknown
isbn
006124189X
(isbn13: 9780061241895)
description
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 p...more
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Summary: This book can’t be summarized. It can only be very, very strongly recommended.
Recommended? YES. Buy it now if you haven’t read it.
Table of contents:
1 Weapons of Influence
2 Reciprocation: The Old Give and Take…and Take
3 Commitment and Consistency: Hobgoblins of the Mind
4 Social Proof: Truths Are Us
5 Liking: The Friendly Thief
6 Authority: Directed Deference
7 Scarcity: The Rule of the Few
Notes:
Below...more
Recommended? YES. Buy it now if you haven’t read it.
Table of contents:
1 Weapons of Influence
2 Reciprocation: The Old Give and Take…and Take
3 Commitment and Consistency: Hobgoblins of the Mind
4 Social Proof: Truths Are Us
5 Liking: The Friendly Thief
6 Authority: Directed Deference
7 Scarcity: The Rule of the Few
Notes:
Below...more
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Social Proof - People will do things that they see other people are doing. For example, in one experiment, one or more accomplices would look up into the sky; the more accomplices the more likely people would look up into the sky to see what they were seeing. At one point this experiment aborted, as so many people were looking up, that they stopped traffic.
Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" ...more
Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" ...more
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Read in February, 2008
This book was assigned in my Social Influence class and I loved it! Cialdini has done tons of interesting research and is clearly very accomplished in the Psych field, yet he can write a book that everyone (non-Psych majors included) can understand. Each social tactic is explained thoroughly and he uses a lot of stories as well as his own experiments to back it up. I love how he peppers his anecdotes with his sense of humor ("Looking somewhat embarrassed because his father seemed to be ravi...more
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Read in November, 2008
Required reading for all marketing professionals. The book details the most common approaches to influencing the decisions of others, backed up by the authors time spent infiltrating direct marketing companies and the like. Offers handy hints on how to spot when you're being manipulated and how to handle it.
A very enjoyable read, should leave you much more aware of how you're being played next time you're in the market for a used car.
A very enjoyable read, should leave you much more aware of how you're being played next time you're in the market for a used car.
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Read in January, 2007
This is an absolutely incredible book. One of those books that frame how you see the world--particularly how you interpret the behavior of others.
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I read this because a Very Influential Person my magazine is profiling said that every consumer should read it. Can you say "hyperbole?" That said, Ciardini offers a tidy survey of post-Stanley Milgram research in human gullibility, and he's funny in a avuncular "professor who seems cool until you talk with him one on one" kind of way. Some of it--particularly a disquisition on the psych-warfare techniques of the Communist Chinese during the Korean War--is disturbingly timely
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I put this book under "dangerous knowledge." Cialdini, still a top consultant in this field, has a tiny disclaimer at the end of the book saying how he's aware that this knowledge could be misused, but doesn't go much further.
I see this stuff abused all the time, to spin democracies to go to war, to sell us products and services we don't really need and much, much more.
I've been wanting to start an ethics institute around this topic. Interested? Write me!
I see this stuff abused all the time, to spin democracies to go to war, to sell us products and services we don't really need and much, much more.
I've been wanting to start an ethics institute around this topic. Interested? Write me!
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Read in December, 2008
There would be no summary sufficient to cover all the topics and information in this book. My copy is all marked up with lines and stars. Each time I thought I had found the most amazing information, I found something equally important in a subsequent chapter.
The book is broken up into 8 chapters:
Weapons of Influence
Reciprocation
Commitment and Consistency
Social Proof
Liking
Authority
Scarcity
Instant Influence
Each chapter en...more
The book is broken up into 8 chapters:
Weapons of Influence
Reciprocation
Commitment and Consistency
Social Proof
Liking
Authority
Scarcity
Instant Influence
Each chapter en...more
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Read in May, 2008
recommended to Natalie by:
Brian
I thought this book was really interesting, but I really enjoy sociological/psychological experiments. It was a little bit different than I expected, but in a good way. I didn't realize this book had my interest in mind, which was very refreshing.
As I read how easily people can be "talked" into doing something, I was partially wishing I knew this stuff when I worked in sales. Then I realized I would never feel comfortable knowingly using such tactics against other peop...more
As I read how easily people can be "talked" into doing something, I was partially wishing I knew this stuff when I worked in sales. Then I realized I would never feel comfortable knowingly using such tactics against other peop...more
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Read in April, 2007
This was a brilliant look at modern marketing techniques and why they work. It isn't just for those who want to learn how to sell better; it's for anyone who wished to understand why they make the purchasing decisions that they do or why people fall for cults or MLM schemes. It's a must-read for anyone interested in the psychology of persuasion.
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Read in November, 2007
If you've ever want to influence others (or protect yourself from influence), this is a must-read. The book talks at length about six principles that are the basis of powerful persuasion tactics. After you read the book, you will never view the world the same way again.
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Read in October, 1992
Way back in college I took a neuroscience course to fulfill a requirement. In four years of college and two of grad school this was the most interesting course I took. This book was the most interesting book we were assigned to read. I've reread it two or three times since then and bought it at least once more.
Influence has saved me more money than any coupon I've ever cut, or any Costco membership I've ever used. If you've ever given so much as a quarter to someone you feel is scam...more
Influence has saved me more money than any coupon I've ever cut, or any Costco membership I've ever used. If you've ever given so much as a quarter to someone you feel is scam...more
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A hugely useful book for consumer and marketer alike. I think it should come with a license agreement to only use its powers for good.
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Read in January, 2003
recommends it for:
all humans
This is a critical book if you work in any business or if you have to deal with sales type people at all. This book opens your eyes to all the psychological tools that people use to influence you. The only thing I remember from this book that I've thought about on a weekly basis is gift giving. People try to give you gifts/free stuff everywhere. This is to trigger an innate response to give back, people fall into this trap all time. If you learn that one thing, you've learned a good chunk of the...more
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Read in December, 2008
An interesting read. I got more out of this book from the perspective of becoming aware when others are trying to influence me, rather than how to influence others. The techniques were all there, they just seem a bit shady. I'm curious what the author recommends to his clients, he has a consulting firm for ethical marketing, and it appears he isn't a fan of these techniques either. But he does understand them well and explains them in a captivating way.
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i think this book is fantastic and superb
nevertheless, the tone may be scarier than it seems to be (i.e. on how we can get manipulated/ influenced by compliance professionals like marketeers)
outlined 6 principles:
(1) reciprocity
(2) commitment and liking
(3) social proof
(4) liking
(5) authority
(6) scarcity
and how we actually need this to operate effectively( even though it may be subjected to unscrupulous manipulation)+ how we ...more
nevertheless, the tone may be scarier than it seems to be (i.e. on how we can get manipulated/ influenced by compliance professionals like marketeers)
outlined 6 principles:
(1) reciprocity
(2) commitment and liking
(3) social proof
(4) liking
(5) authority
(6) scarcity
and how we actually need this to operate effectively( even though it may be subjected to unscrupulous manipulation)+ how we ...more
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Read in October, 2008
A fascinating look into behavioral psychology
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Read in October, 2008
recommends it for:
Everyone
I really enjoyed this book and learned a lot about how sales people get us to comply. I found the studies he cites fascinating. The only thing I didn't like about the book is that since it was first published over 20 years ago, it comes across as a bit dated. I'm sure the results of the studies are still pertinent, but he uses examples of commercials that I'm not familiar with. Not his fault, but I would have enjoyed this book more if it had been written more recently so I could identify wit...more
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Read in May, 2007
The info in this book is a little frightening, but definitely good to know! Because we live in a world with so many choices, there are things we need to do on auto pilot. And there are so many ways in which we are open to being influenced (or manipulated) by people who know what they're doing. And advertising, marketing, and sales people do know what they're doing--at least the successful ones.
I think this book should be required reading for everyone.
I think this book should be required reading for everyone.
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Read in January, 2007
This is another book that EVERYONE should read. You will never see things the same again and will be far more aware of how other people are influencing your life and how you can use human nature to have an influence on other people. Hopefully those that read the book will focus on having a POSITIVE influence on others and not utilizing it to manipulate those around them. The methods can be used for either.
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