Influence: Science and Practice 5th Edition

4.6 out of 5 stars 608 ratings
ISBN-13: 978-0205609994
ISBN-10: 9780205609994
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Condition: Used: Good
Comment: Paperback, the cover shows normal signs of wear. The cover has curled corners. There is some damage along the edges of the cover and spine. The pages show normal wear and tear. The book is not written in. Ships from Amazon warehouse.
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Editorial Reviews

Review

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 Back Cover

Over 1.5 million copies sold!

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes:

•  twice as many first hand accounts of how the book’s principles apply to business and personal lives;

•  updated coverage of popular culture and new technology; and

•  more on how compliance principles work in many cultures.

 

Here’s what people are saying about 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, Getting to Yes

 

 “Bob Cialdini is the most brilliant student of influence and negotiation I’ve encountered. If everything were on the line in a negotiation, I can’t think of anyone I’d rather have advising me.”

–TOM PETERS, The Tom Peters Group

 

“This book is the de facto standard to learn the psychology of persuasion. If you don’t read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.”

–GUY KAWASAKI, CEO, Garage.com

 

“His book should be in every sales and marketing person’s briefcase and reread frequently.”

–R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust

 

 

Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents’ Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.

 


Product details

  • Lexile Measure : 1220L
  • Item Weight : 12.7 ounces
  • Paperback : 260 pages
  • ISBN-13 : 978-0205609994
  • ISBN-10 : 9780205609994
  • Product Dimensions : 8.9 x 6 x 0.6 inches
  • Publisher : Allyn and Bacon; 5th Edition (July 29, 2008)
  • Language: : English
  • ASIN : 0205609996
  • Customer Reviews:
    4.6 out of 5 stars 608 ratings

Customer reviews

4.6 out of 5 stars
4.6 out of 5
608 global ratings
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Top reviews from the United States

Reviewed in the United States on April 22, 2019
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Reviewed in the United States on July 26, 2011
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Reviewed in the United States on July 11, 2015
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Reviewed in the United States on January 21, 2012
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Top reviews from other countries

Schmidt
5.0 out of 5 stars Sehr interessantes Buch - lange Lieferzeit
Reviewed in Germany on February 25, 2017
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Davor
5.0 out of 5 stars Excellent
Reviewed in Canada on February 23, 2019
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One person found this helpful
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Mahfuz Hassan
5.0 out of 5 stars Really good book. Makes you aware of a lot of ...
Reviewed in Canada on August 21, 2015
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One person found this helpful
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Gavin Radzick
5.0 out of 5 stars Essential for sales and marketing
Reviewed in Canada on September 8, 2014
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Ann
5.0 out of 5 stars Books
Reviewed in Canada on January 28, 2019
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