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Influence: Science and Practice (4th Edition) 4th Edition

328 customer reviews
ISBN-13: 007-6092007739
ISBN-10: 0321011473
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Editorial Reviews

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Here's what people are saying about the material in INFLUENCE: Science and Practice:


“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.” —ROGER FISHER, Director, Harvard Negotiation Project, Co-author of “Getting to Yes.”


“For marketers, it is among the most important books written in the last 10 years.” —JOURNAL OF MARKETING RESEARCH


“The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row.” —GREG RENKER, President, Guthy-Renker


“It would be marvelous reading for students taking Social Psychology.” —DAVID MYERS, Hope College


“The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.” —ALAN J. RESNIK, Portland State University


“INFLUENCE should be required reading for all business majors.” —JOURNAL OF RETAILING


From the Publisher

FEATURES:

• Engaging writing style with amusing anecdotes.
• Includes citations from both recent and classic research.
• Describes how to resist unwanted influence attempts.
• Well known and influential author speaks frequently on “The Power of Ethical Influence” to such organizations as IBM, the Mayo Clinic, and NATO.

NEW TO THIS EDITION:

• New reports from readers illustrate how a principle has worked on or for them.
• Additional examples from current events illustrate psychological research, such as holiday gift crazes for Beanie Babies, Furbies, and Pokemon; the Columbine High School shootings; and the FBI's decision to attack Branch Davidian headquarters in Waco, Texas.

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Product Details

  • Paperback: 262 pages
  • Publisher: Allyn & Bacon; 4 edition (July 9, 2000)
  • Language: English
  • ISBN-10: 0321011473
  • ISBN-13: 978-0321011473
  • Product Dimensions: 6 x 0.6 x 9 inches
  • Shipping Weight: 12.8 ounces
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (328 customer reviews)
  • Amazon Best Sellers Rank: #48,163 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

370 of 374 people found the following review helpful By Amazon Customer VINE VOICE on September 15, 2005
Format: Paperback
Right away, buyers should know that Cialdini has produced a less-expensive version of this book. "Influence: Science and Practice" is designed as a textbook for classroom instruction. So, it has things like chapter summaries and questions that can be assigned as homework. However, the other book "Influence: the psychology of persuasion," is designed for a more general audience. The content is basically the same, but it omits the classroom-oriented layout. It's also cheaper. If you are a student who is buying textbooks online, this is probably what you (or rather, your professors) want. If not, get the other one.

Both books focus on persuasive tactics. This is not a theoretical work trying to lay out a strategy of communication, like "Getting to Yes." This is a toolkit, designed to give the reader a selection of tools for specific circumstances. That is not to say that Cialdini lacks an understanding of more strategic thinking, just that it isn't the focus here.

The underlying theory is that people tend to be hardwired to respond to certain stimuli in predictable ways. The book tells you what those stimuli are, that is, how to push people's buttons. And it does a very good job, which is why Cialdini has demand for two versions of the same book.

I'm not going to list all of the tactics because the table of contents does that and, because they're detailed, they're difficult to understand without reading the book. But, they all have some basis in science and their effectiveness is empirically demonstrable, so you can trust that they work. The best part of this book, for me, was becoming more conscious of how others, including politicians, advertisers, and bosses, try to manipulate me.
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172 of 174 people found the following review helpful By Kevin on June 30, 2010
Format: Paperback Verified Purchase
This was a great book. I come from a technical background, and as most people know engineers are horrible at influencing others. But this book taught me a lot of simple ideas that are applicable in helping to motivate others to my point of view and also how to recognize when others are using these techniques and how to defend against them.

The book has 6 different concepts and it goes into the psychology of each (at a high level), some examples of it, and a few testimonials from readers. It was a quick read and held my attention throughout.

As a side note, in case you are comparing editions. The "Influence Science and Practice" seems to be the most recent version. The "Influence psychology of persuasion" book looks like the same book with an earlier copyright. Skimming through the chapters of both they look like the exact same text, so you probably don't need both.
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74 of 75 people found the following review helpful By Fr. Charles Erlandson on October 1, 2010
Format: Paperback Verified Purchase
"Influence" by Robert Cialdini is one of the most wonderful and influential books I've ever read! Other books have been written on the topic, but Cialdini's is the best and most influential of them all.

"Influence" deals with the study of persuasion, compliance, and change - a subject that has application for every area of life. Cialdini presents the latest research on influence in a compelling way, clearly stating the 6 principles of influence and providing wonderful illustrations of each principle from advertising, psychology and other fields. If we understood these 6 principles better, we would be less subject to manipulation from others (for example, the manipulation to buy things we don't need or to buy more than we need). We might, in turn, also be able to understand how to influence others for good.

The 6 principles of influence are:

1. The Rule of Reciprocation: "We should try to repay in kind what another person has provided us."

2. Commitment and Consistency: "Once we make a choice or take a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment."

3. Social Proof: "We determine what is correct by finding out what other people think is correct."

4. Liking: "We most prefer to say yes to the requests of people we know and like."

5. Authority - we have a deep-seated sense of duty to authority

6. Scarcity - something is more valuable when it is less available

I find that in my own life, these 6 principles are remarkably powerful and have the ability to explain a lot of the behavior I observe as a father, teacher, and priest. We would all benefit from memorizing and mastering these six principles. They are simple but extremely powerful.
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53 of 56 people found the following review helpful By Robert David STEELE Vivas HALL OF FAMETOP 1000 REVIEWER on October 20, 2005
Format: Paperback Verified Purchase
I disagree with the complaints about this being a repeat of earlier versions. "4th Edition" is quite clear. This is an updated easy to read version of a highly-regarded seminal work whose value has been proven over time.

While intended for students of psychology and for practitioners of the black art of marketing (selling over-priced unnecessary "stuff" to the unwitting), I regard this text as a very helpful reference for the new warriors, the practitoners of Information Operations and within that larger discipline, Strategic Communication & Public Diplomacy.

The six "principles" of influence, reciprocation, consistency, social proof (e.g. canned laughter), liking, authority, and scarcity, each receive their own chapter with annedotes and study questions.

Most interesting to me would be an international variation of this book, one that discussed the nuances of influence in other cultures, inclusive of family ties and prevalent sterotypes.

This book is applicable to business, evangelism, foreign affairs, defense, homeland security, and just about any field where interaction with humans is called for, and the mission demands the elicitation of collaborative behavior from others.

Good index, notes, and illustrations. Well-presented.
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