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Influence: Science and Practice

Influence: Science and Practice
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Product Details
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Author(s): Robert B. Cialdini
Publisher: HarperCollins Publishers
Paperback: 253 pages
Language(s): English
ISBN: 0673467511
Published On: 1993-02
Studio: HarperCollins Publishers
Product Description
Influence: Science and Practiceis 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.
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Customer Reviews
"Great Information"
Written By: Gregg Swanson
Influence: Science and Practice (5th Edition) This book is a MUST read for any sales or marketing professional. Not only does the information dive into the buying decisions of consumers, but it helps us become aware of these process so we can avoid them as well. Great book! A must have!
Gregg Swanson
http://WarriorMindCoach.com
"Influence"
Written By: reading mama
Both my husband and I greatly enjoyed reading the book. Very helpfull and good reading.
"Influence: Science and Practice (5th Edition)"
Written By: Eva Ananiewicz
A must read. In 2002 I wrote a review about the previous edition. Now I am a professor and have a doctorate, so I actually reference the book in my marketing and management classes. Great book for so many disciplines.
"Great easy reading."
Written By: P.R. Always
The book is very infomartive and is a great easy read. If I had not need it for class I would not have known it existed. I normally sale my books back, but NOT this time.
"Read Chapters 1-3"
Written By: Marina Martin
Overall this was an enjoyable read, but it almost felt like two separate books to me: chapters 1-3, then chapters 4-8.

The first three chapters were very interesting and, in my copy, are covered in sticky notes, underlines, and highlights. It's not that the book shared anything particularly new, but it presented it in an organized fashion that directly related to many of my current business endeavors. If you have any project that involves selling/marketing - whether writing web copy or attending networking events - there will be some good tips, or at least friendly reminders, in these first three chapters.

The rest of the book was pure pop psychology, along the lines of "Stumbling on Happiness" - well-written, with many illustrative examples, but not all that useful. I only highlighted three phrases in all of chapters 4-8. If you like pop psychology, the rest of the book is an easy and enjoyable read, but hard to justify as work-related research.
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