Influence: The Psychology of Persuasion, Revised Edition Revised Edition

by Robert B. Cialdini (Author)

1,898 customer reviews

ISBN-13: 978-0061241895

ISBN-10: 006124189X

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Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.

You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

Influence: The Psychology of Persuasion, Revised Edition

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Editorial Reviews

Amazon.com Review

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 persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended.

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For markters, this book is among the most important books written in the last ten years. (Journal of Mariketing Research)

Influence should be required reading for all business majors. (Journal of Retailing)

This book will strike chords deep in the hearts and psyches of all of us. (Best Sellers Magazine)

The material in Cialdini’s Influence is a proverbial gold mine. (Journal of Social and Clinical Psychology)

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Product details

Paperback: 336 pages
Publisher: Harper Business; Revised edition (December 26, 2006)
Language: English
ISBN-10: 006124189X
ISBN-13: 978-0061241895
Product Dimensions: 5.3 x 0.8 x 8 inches
Shipping Weight: 12 ounces (View shipping rates and policies)
Average Customer Review: 1,898 customer reviews
Amazon Best Sellers Rank: #484 in Books (See Top 100 in Books)
- #2 in Books > Business & Money > Marketing & Sales > Consumer Behavior
- #36 in Books > Self-Help > Motivational
- #45 in Books > Self-Help > Success

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Top customer reviews

To Anyone Reading One Of The One Star Reviews. This Book Is A New Classic.

ByClaude Whitacre authoron December 27, 2016

Format: PaperbackVerified Purchase

As an author of books on selling, I keep an eye out for the best books on sales and sales psychology. This book is a game changer.

In reply to the few one star reviews...It has been stated in the uncharitable reviews, that the entire content of the book could have been written in a few pages. I agree, at first look, this would seem true. The Harvard Business Review article "Harnessing the Science of Persuasion" by Cialdini, from their October 2001 issue....is a good example. You can even get the Six Principles from the books Table Of Contents...save yourself some time.

But sales ideas have to not just be listed....not just explained...they have to be sold. Examples have to be given, Principles have to be
explained...we need proof. And you need the entire book to do that. The people who read a short article by the author, maybe read the
ideas...but nothing else happens. Salespeople are changed by the content of this book, like with all great sales books. For salespeople to benefit from a sales book, the ideas have to be explained, understood, proven, accepted, and made real. This book does that.
I own perhaps 2,000 books on the subject of selling. This is certainly in the top 5.

66 comments 161 people found this helpful. Was this review helpful to you?YesNo

Highly informative, easy read

ByKarthikon August 7, 2016

Format: PaperbackVerified Purchase

As a reader of primarily economics and business related material, I found this book about the 'Psychology of Compliance/Persuasion' to be extremely informative and thoroughly enjoyable. Academic studies were seamlessly interspersed with real life anecdotes and the arguments were laid out in a very convincing fashion. The author presents 6 main principles that he terms 'Weapons of Influence' that are used by what he terms are 'Compliance Professionals'. These are: Reciprocation, Reciprocity, Authority, Liking, Scarcity, Complicity and Consistency. Each principle has its own chapter and includes various references to academic studies (e.g. Millgram experiment), historical events (e.g. Jonestown Mass Suicide) and anecdotal evidence from reader feedback.
All in all an absolutely great read that piqued my interest in the field.

0Comment One person found this helpful. Was this review helpful to you?YesNo

Everyone should read this book.

Byterminmateron September 9, 2015

Format: Kindle EditionVerified Purchase

This was a surprise. Rarely do I like a book more than I would have expected, but that was the case with this one. I found it very informative and the case studies were quite interesting. If you've ever wondered 'why' you or others do what they do, you may find the answer, here. Easy to read and written for the layman, I highly recommend Influence; The Psychology of Persuasion.

0Comment 2 people found this helpful. Was this review helpful to you?YesNo

One of the best non-fiction books, period

ByBradley BeversVINE VOICEon July 3, 2013

Format: PaperbackVerified Purchase

If someone were to ask me what 5 books I would recommend they read, this would be on the list for almost anyone. This book is valuable to just about anyone - business owners, people in relationship, people who want to be in a relationship, pastors, teachers, consumers, etc. Though it was first written almost 30 years ago, it is still just as valuable and useful today.

The author covers six weapons of influence and shows how they are used and how to combat them as a consumer. It will give you insight into what makes people tick and how to improve your business, almost more than any other book I've read. It's not a sales book primarily, but if you are in sales this book has the potential to increase your success rate more than any other book I've read.

For those who complain that the material is rehashed or too basic, I would point out two things. First, this is the book that many others have built off of - if it seems rehashed, its probably because you read the newer ones first. Second, the author went to great pains to make this book both readable and useful. It's an easy read, but that does not mean the material is basic. You can use the principles laid out in this book for so many different areas . . . the too basic argument just doesn't make sense.

Highly recommended, one of the best and most useful books you can read.

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I like the real world examples

ByBrian E Sandbergon April 16, 2015

Format: Kindle EditionVerified Purchase

What a well written book on the power of influence mostly from an influence professional point of view. I like the real world examples. While reading this book I took detailed notes to use in later situations. My first real experiments with the principals went extremely well. There is one concept in this book that will remain with me forever. People buy items for others they like and can see themselves in. Profound and so simplistic I never put it together in that way. Just one of the many basic concepts that are easy to understand and can be adapted to your situation and used to ensure that you have a greater chance of successfully influencing others. I even saw some carryover from this book to parenting.

0Comment One person found this helpful. Was this review helpful to you?YesNo

Everything you need to know about persuasion

ByJ. Stehnoon December 21, 2014

Format: PaperbackVerified Purchase

As a college communication professor, I recommend this book to my students and refer to it often, especially in the advanced persuasive communication course I teach. Even if you're not in college or interested in marketing, this book provides essential "survival skills" so you're aware of the strategies and techniques sales professionals employ and you're able to identify, understand and rebuff those subtle tactics. Provides an in-depth explanation of the underlying principles of persuasion with plenty of common examples. Maybe a bit too lengthy but Ciadini effectively and convincingly argues his case in a well written and enjoyable manner.

0Comment One person found this helpful. Was this review helpful to you?YesNo

Great content but e-book version needs update

ByXuanon September 3, 2015

Format: Kindle EditionVerified Purchase

As far as psychology books go, this one is highly readable and even enjoyable. There is a wry sense of humor told tongue-in-cheek as only academics can. To learn about the dark art of 'compliance professionals' is entertaining, and may even be useful, though I wouldn't call this a self-help book. It also goes a bit more in-depth than your average popular psychology text. While the content deserves five stars, I give this book 4 stars because of the Kindle edition. It must have been digitized in the early days of Kindle. For example, the table of contents isn't available in the side menu, and footnotes are not hyperlinks but just numbers. With a proper update, it should be a must-read.

0Comment 8 people found this helpful. Was this review helpful to you?YesNo

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Most recent customer reviews

It has a really great content and it is just been a quarter of ...

It has a really great content and it is just been a quarter of the book. it is a must read.

Published 2 days ago by PrinceShalan

Great book

Very interesting read, recommend for anyone interested in broader behavioral finance type literature.Read more

Published 2 days ago by Tom

A Must Read

Excellent! Great presentation of
information on the elements of persuasion and how they are used effectively for good and ill.

Published 3 days ago by Babette

Informative

More challenging read to gain the knowledge and wisdom that Mr. Cialdini shares.

Published 8 days ago by ThomasKelly

Five Stars

Lots of great insights.

Published 8 days ago by plusman

Theory and Practical Application

A very interesting look at the way decisions are shaped, how this is used for good, how it is used for evil, and how to recognize it and defeat it.Read more

Published 10 days ago by Amazon Customer

Five Stars

great book

Published 11 days ago by Amazon Customer

... is so light making it prone to tierring off easily.

Just delivered over the weekend and I haven't read through it yet but one thing I observed is that the cover is so light making it prone to tierring off easily.

Published 16 days ago by Amazon Customer

Avoid! Extremely Repetative! Gives Little Information With Tons of Unnecessary Repetition!

Avoid this CD! Makes only a few main points, and repeats the same thing over again until you are ready to throw the CD out the car window!Read more

Published 16 days ago by Dog Lover

Three Stars

snoozer

Published 18 days ago by Business owner

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