Influence: The Psychology of Persuasion, Revised Edition Revised Edition

by Robert B. Cialdini (Author)

1,842 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.

Review

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: 9.6 ounces (View shipping rates and policies)
Average Customer Review: 4.5 out of 5 stars See all reviews (1,842 customer reviews)
Amazon Best Sellers Rank: #390 in Books (See Top 100 in Books)
- #2 in Books > Business & Money > Marketing & Sales > Consumer Behavior
- #44 in Books > Self-Help > Motivational
- #46 in Books > Health, Fitness & Dieting > Psychology & Counseling

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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 102 people found this helpful. Was this review helpful to you?YesNo

It’s packed with fascinating research and stories.

ByBrian Johnsonon September 15, 2016

Format: PaperbackVerified Purchase

“One aspect of what I learned in this three-year period of participant observation was most instructive. Although there are thousands of different tactics that compliance practitioners employ to produce yes, the majority fall within six basic categories. Each of these categories is governed by a fundamental psychological principle that directs human behavior and, in so doing, gives the tactics their power. The book is organized around these six principles, one to a chapter. The principles—consistency, reciprocation, social proof, authority, liking, and scarcity—are each discussed in terms of their function in the society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes, assent, etc. ...

Each principle is examined as to its ability to produce a distinct kind of automatic, mindless compliance from people, that is, a willingness to say yes without thinking first. The evidence suggests that the ever-accelerating pace and informational crush of modern life will make this particular form of unthinking compliance more and more prevalent in the future. It will be increasingly important for the society, therefore, to understand the how and why of automatic influence.”

~ Robert B. Cialdini from Influence

This is the classic text on the psychology of persuasion.

Robert Cialdini is a professor of both psychology and marketing at Arizona State University.

In addition to decades of lab experiments, Robert also spent three years in “participant observation”—aka embedding himself as a sort of spy in various organizations to learn the tricks of their trade. He tried everything from selling cars and vacuums to becoming a bus boy at a restaurant so he could learn how waiters do their thing.

The book is simultaneously kind of a consumer protection guide (how not to be duped) AND a manual for marketers (how to sell your stuff!).

Let's jump straight into some the Big Ideas:

1. Know Thy Triggers - One thru six.
2. Influence Yourself - Get your foot in the door.
3. Commitment - Write it. Share it. (WOOP it!)
4. Shocking Truth - Meet Professor Milgram.
5. Stand up - And push back. Exert your influence.

Let’s choose to influence ourselves and others wisely!

More goodness— including PhilosophersNotes on 300+ books in our *OPTIMIZE* membership program. Find out more at brianjohnson . me.

0Comment 27 people 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 6 people found this helpful. Was this review helpful to you?YesNo

Research-rich and easy to read but didn't need to be 300+ pages long

ByToyeSanon February 5, 2016

Format: Kindle EditionVerified Purchase

Great starter book to the subject of the psychology of influence. After reading this, I became much more aware of the many different tools of influence and was better protected against some shady tricks and tactics. This book is research-rich, easy and entertaining to read though it did drag on at points. I gave it four and not five stars because I felt it could have been shorter than it was. Time is precious. There was a lot of repetition and anecdotal content which to me just added bulk without adding to the value of the concepts. Although I like to read everything especially in works of non-fiction, on a second reading, I feel I could easily skip entire paragraphs of this book and not miss much.
Overall, a useful, book with a good blend of research and entertainment - a handy reference tool if the subject matter interests you.

0Comment 5 people found this helpful. Was this review helpful to you?YesNo

Great book with ideas that anyone can benefit from.

ByDeveloperKJon June 30, 2010

Format: PaperbackVerified 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.

33 comments 213 people found this helpful. Was this review helpful to you?YesNo

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Don't cheat yourself... get the book

What a book! I wish I found this 10 years ago!Read more

Published 1 day ago by Amazon Customer

It's about time I got around to Influence.

I've been recommended this book from so many sources, and finally got to it. I really enjoyed the material and the lessons to be learned.Read more

Published 1 day ago by A. J.

Four Stars

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Published 3 days ago by Andrea D.

the most professional service.

love it . best product. he love it, Nicely weighted and sharp. Very well-made. very fast, receive it next day.Read more

Published 3 days ago by Sarah

Interesting but not exciting

I found the book quite interesting and I think from a sales perspective I may be able to implement some of the ideas. Also as a consumer I will be more aware of what's going on.Read more

Published 5 days ago by Alan W

Five Stars

Great book!Read more

Published 5 days ago by Amazon Customer

Five Stars

Great, thanks Read more

Published 6 days ago by Middleman Sales and Auctions

Excellent followup after reading Thinking

Learned much more from this book than I originally thought I would.
Excellent followup after reading Thinking, Fast and Slow by Daniel Kahneman.Read more

Published 8 days ago by N. Cornell

Two Stars

Book came damaged Read more

Published 12 days ago by Cecil

Essential Reading For Everyone Important and impressive

This is essential reading for everyone. Important and impressive. The book is well written and authoritative. Very interesting and informative.Read more

Published 13 days ago by Eldon Edwards

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