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influence: The Psychology of Persuasion Paperback – Dec 26 2006
There is a newer edition of this item:
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.
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Print length336 pages
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LanguageEnglish
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PublisherHarper Business
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Publication dateDec 26 2006
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Dimensions13.49 x 2.13 x 20.32 cm
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ISBN-10006124189X
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ISBN-13978-0061241895
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From the Back Cover
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.
About the Author
Robert B. Cialdini, Ph.D. holds dual appointments at Arizona State University. He is a W. P. Carey Distinguished Professor of Marketing and Regents' Professor of Psychology, and has been named Distinguished Graduate Research Professor. Dr. Cialdini is also president of Influence At Work, an international training and consulting company based on his groundbreaking body of research on the ethical business applications of the science of influence.
Product details
- Publisher : Harper Business; Revised edition (Dec 26 2006)
- Language : English
- Paperback : 336 pages
- ISBN-10 : 006124189X
- ISBN-13 : 978-0061241895
- Item weight : 278 g
- Dimensions : 13.49 x 2.13 x 20.32 cm
- Best Sellers Rank: #5,579 in Books (See Top 100 in Books)
- #12 in Consumer Behaviour (Books)
- #12 in Consumer Sales Behaviour
- #39 in Marketing in Business Management
- Customer Reviews:
About the author
Dr. Robert Cialdini, thought leader in the field of Influence, has spent his entire career conducting, testing, analyzing, and publishing peer-reviewed scientific research on what causes people to say “Yes” to requests. The results of his research, his ensuing articles, and his New York Times bestselling books have earned him an acclaimed reputation as a respected scientist and engaging storyteller.
Robert Cialdini’s books, including his New York Times Bestselling Influence and Pre-Suasion, have sold more than seven-million copies in 44 different languages.
Dr. Cialdini is known globally as the foundational expert in the science of influence and how to apply it ethically in business. His Principles of Persuasion have become a cornerstone for any organization serious about effectively increasing their influence. As a keynote speaker, Dr. Cialdini has earned a world-wide reputation for his ability to translate the science through valuable and memorable stories. These on-stage stories are both dramatic and indelible leading to long-term applications. Because of all of this, he is frequently regarded as “The Godfather of Influence”.
Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. Dr. Cialdini received his PhD from University of North Carolina and post doctoral training from Columbia University. He holds honorary doctoral degrees (Doctor Honoris Causa) from Georgetown University, University of Social Sciences and Humanities in Wroclaw, Poland and University of Basil in Switzerland. He has held Visiting Scholar appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University.
Dr. Cialdini is known globally as the foundational expert in the science of influence and how to apply it ethically in business. His Principles of Persuasion have become a cornerstone for any organization serious about effectively and ethically increasing their influence.
In acknowledgement of his outstanding research achievements and important contributions to world knowledge , Dr. Cialdini has been elected to the American Academy of Arts & Sciences and the National Academy of Sciences.
As a keynote speaker, Dr. Cialdini has earned a world-wide reputation for his ability to translate the science through valuable and memorable stories. These on-stage stories are both dramatic and indelible leading to long-term applications.
Because of all of this, Robert Cialdini is frequently regarded as “The Godfather of Influence”.
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Dr. Cialdini not only provides just a tremendous amount of solid - and well researched - information, he also peppers real-world anecdotes into the mix from a wealth of first-hand experience as he immersed himself in the field.
'Influence' is a great book. It's still the gold standard and it should be the first one you read if you're going to embark on a lengthy reading campaign into the world of influence, motivation, marketing, or any number of other relatable fields.
Particular takeaways for me were:
Principle of reciprocity
Herd mentality
How to say no
Effects advertisers and salesman are trying to apply to get you to buy
If you like this book you may also like: Freakenomics (I have a review for that one as well--some things are questionable it could work) and the works of Malcolm Gladwell.
Then I purchased it on audio.
Then I purchased this hard copy to make notes in.
I NEVER do that with books. I read a book once and forget about it, but this book has so many valuable lessons in it. It will help you understand how you and other people work and react in different situations. This book has helped me, understand how to deal with car salespeople, telemarketers, and various other influencers in my life.
Top reviews from other countries
Esta basado en estudios y no solo en experiencias personales, definitivamente te da otra visión de cómo acercarse al público objetivo con estrategias ideales y específicas para influir en ellos.
Robert Cialdini is spot on with his persuasive book on psychology and gives us brilliant examples and anecdotes on how 'Influence' works on us in the most subtle yet powerful ways possible.
The 6 'Weapons of Influence' as he calls them are Reciprocation, Commitment and Consent, Social Proof, Liking, Authority and Scarcity. Everyday we use one of these tools to soften, convince and sell to others. Conversely, these tools are used on us by others and we fall into traps of bargaining, buying and possessing.
The 'How Not To' at the end of each chapter reveals so much about consumer psychology.
Must read if you are Selling anything...