Influence: Science and Practice (5th Edition)
by Robert B. Cialdini
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Book Summary Information
Author: Robert B. CialdiniEdition: Paperback
Published: 2008-08-08
ISBN: 0205609996
Number of pages: 272
Publisher: Allyn & Bacon
Book Reviews of Influence: Science and Practice (5th Edition)
Book Review: Good Intro to Social Psych
Summary: 4 Stars
Its an older book so the information might be a bit dated. Its a lot of what you will learn in an intro psych course or soc psych course.
Good book for lay person though. Its entertaining and well orgainized.
Summary of Influence: Science and Practice (5th Edition)
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request).Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.
Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
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