Influence: The Psychology of Persuasion, Revised Edition Revised Edition

by Robert B. Cialdini (Author)

1,913 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: 1,913 customer reviews
Amazon Best Sellers Rank: #471 in Books (See Top 100 in Books)
- #3 in Books > Business & Money > Marketing & Sales > Consumer Behavior
- #53 in Books > Health, Fitness & Dieting > Psychology & Counseling
- #54 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 175 people found this helpful. Was this review helpful to you?YesNo

Sobering description of subconscious influence

ByJohn L. Milleron January 4, 2014

Format: Kindle EditionVerified Purchase

Why can some people sell you something you don't want? Does a free 'gift' really convince you to donate money or buy something you didn't want? Does the order you're shown things of different expense affect how likely you are to buy them?

This book provides the answers in an entertaining way, along with many others. I was astonished to see just how susceptible we are to manipulation of the social rules which guide us in day-to-day life. The author includes a large number of anecdotes, backed up by studies and references. It was a fun, quick read, and it will affect how I deal with solicitations and salesmen from now on. Conversely if you are a salesperson looking to get better at your job, this book will help.

On the down side, many of the first person examples about the author and his various relatives come across as a bit contrived. A minor annoyance in an otherwise great book.

I'd recommend 'Influence' to anyone as a useful, entertaining read. Well worth the time.

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Good read!

ByMs. QPon June 17, 2017

Format: PaperbackVerified Purchase

Good read!! And, this was an excellent tool for a newcomer to marketing to help understand the process of connecting with people to make them want to do business with you. Great tips. I've tried them and noticed a BIG difference, including gaining a few new customers.

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

The book is very interesting, but it is also ...

ByVivian Johnsonon September 1, 2017

Format: Kindle EditionVerified Purchase

The book is very interesting, but it is also in need of more recent updates. Some of this reminds me of Vance Packard's Hidden Persuaders, but applied to more direct sales. I have seen many of these tactics and recognize them. Someone less familiar with sales techniques would benefit greatly by the analysis of why we do what we do. If it does nothing more than make the reader aware of the manipulation of salespeople, it is worth reading. Everyone should be made aware of the tactics so they can defend themselves.

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For those interested in our automatic responses

ByRobert D. Craneon July 28, 2012

Format: PaperbackVerified Purchase

I love these sorts of books the delve into the human psyche and attempt to explain why we do things. If you read this book you will certainly learn something about human nature and most likely it will something you didn't appreciate.

Better understanding why people do things and how others attempt to use human nature against us can only better equip you to deal with these attempts to influence you. The book is easy to read and follows naturally from subject to subject. It is certainly engaging all the way through and the only criticism I could make is that I found the booked ended too soon. I would have liked to seen a little more development of the material already covered but it was certainly more than adequate.

If you like understand why people do the things they do then book is certainly for you. It will show you how easily we all can be influenced and what triggers these responses in us. If you are in business then this book will help you better understand how you can use influence to improve your bottom line. If you are not in business then the book is still a very worthwhile read as the impact of influence is all around us and impacting us everywhere we go. Understanding the basics is going to make it much easier for you to be in control rather than surrendering to automatic responses programmed into our nature.

In summary, a very entertaining and enlightening book that anyone who interested in what us tick will find interesting.

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Most recent customer reviews

Mind Blowing

This is the bible of influence. Very informative and practical. Loved it.

Published 20 hours ago by Lizzie Sturgill

A great read!

Helps you understand the interpersonal that impacts the sales practices.

Published 1 day ago by ManagerTabor

Must read, and easy

Great easy to understand.

Published 1 day ago by @OfficerMeraz

Four Stars

Post rating as shown

Published 2 days ago by Henry Kras

Interesting read

This book can increase your awareness on those who play dirty around you. I'm not sure if one can read the book and start influencing smart people, and I hope this is not the...Read more

Published 6 days ago by DONE

great read/ I dip into it again and again for ...

great read/ I dip into it again and again for recharging my batteries

Published 9 days ago by cal

Very Happy with product

As advertised. Very Happy with product.

Published 9 days ago by Shack

I wish I lived in a world where everyone had read this read

I really feel like this book has a lot of depth and knowledge in it. Even the most experienced communicator can learn something when they try and see things from another's...Read more

Published 12 days ago by Aimee

Great Research!

Love this book! Powerful research presented in a practical, easily understandable way.

Published 14 days ago by Mary Jane Mapes, President of The Aligned Leader Institute, LLC

Unsatisfactory

Published 17 days ago by Andrew

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