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Influence: Science and Practice / Edition 4
     

Influence: Science and Practice / Edition 4

4.1 37
by Robert B. Cialdini, Robert B. Cialdini
 

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ISBN-10: 0321011473

ISBN-13: 9780321011473

Pub. Date: 06/29/2000

Publisher: Allyn & Bacon, Inc.

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his best-selling book, Robert Cialdini, former salesperson, fund-raiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing,

Overview

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his best-selling book, Robert Cialdini, former salesperson, fund-raiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fund-raisers, and those interested in psychology.

About the Author:
Robert B. Cialdini is a well-known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents' Professor of Psychology at Arizona State University

Product Details

ISBN-13:
9780321011473
Publisher:
Allyn & Bacon, Inc.
Publication date:
06/29/2000
Edition description:
REV
Pages:
262
Product dimensions:
9.00(w) x 5.90(h) x 0.60(d)

Table of Contents


Preface     ix
Introduction     xi
Weapons of Influence     1
Click, Whirr     2
Betting the Shortcut Odds     6
The Profiteers     10
Jujitsu     12
Summary     16
Study Questions     16
Reciprocation: The Old Give and Take ... and Take     18
How the Rule Works     22
The Rule Is Overpowering     23
Politics     26
The Not-So-Free Sample     28
The Rule Enforces Uninvited Debts     31
The Rule Can Trigger Unequal Exchanges     33
Reciprocal Concessions     35
Rejection-Then-Retreat     37
Reciprocal Concessions, Perceptual Contrast, and the Watergate Mystery     40
Damned If You Do, Damned If You Don't     42
Here's My Blood, and Do Call Again     43
The Sweet, Secret Side Effects     44
Responsibility     44
Satisifaction     45
Defense     45
Rejecting the Rule     45
Smoking Out the Enemy     47
Summary     49
Study Questions     50
Commitment and Consistency: Hobgoblins of theMind     51
Whirring Along     53
The Quick Fix     54
The Foolish Fortress     54
Seek and Hide     56
Commitment Is the Key     59
Hearts and Minds     66
The Magic Act     67
The Public Eye     71
The Effort Extra     73
The Inner Choice     79
Growing Legs to Stand On     83
Standing Up for the Public Good     86
Defense     89
Stomach Signs     89
Heart-of-Hearts Signs     91
Special Vulnerabilities     93
Summary     95
Study Questions     96
Social Proof: Truths Are Us     97
The Principle of Social Proof     99
People Power     99
After the Deluge     102
Cause of Death: Uncertain(ty)     109
A Scientific Approach     113
Devictimizing Yourself     115
Monkey Me, Monkey Do     117
Monkey Die     120
Monkey Island     128
Defense     131
Sabotage     132
Looking Up     135
Summary      138
Study Questions     139
Liking: The Friendly Thief     141
Making Friends to Influence People     144
Why Do I Like You? Let Me List the Reasons     146
Physical Attractiveness     146
Similarity     148
Compliments     149
Contact and Cooperation     151
Off to Camp     154
Back to School     156
Conditioning and Association     159
Does the Name Pavlov Ring a Bell?     163
From the News and Weather to the Sports     166
Defense     170
Summary     172
Study Questions     172
Authority: Directed Deference     174
The Power of Authority Pressure     176
The Allures and Dangers of Blind Obedience     180
Connotation Not Content     184
Titles     184
Clothes     186
Trappings     190
Defense     191
Authoritative Authority     191
Sly Sincerity     192
Summary     195
Study Questions     196
Scarcity: The Rule of the Few     198
Less Is Best and Loss Is Worst      199
Limited Numbers     200
Time Limits     207
Psychological Reactance     203
Adult Reactance: Love, Guns, and Suds     206
Censorship     210
Optimal Conditions     213
New Scarcity: Costlier Cookies and Civil Conflict     213
Competition for Scarce Resources: Foolish Fury     217
Defense     221
Summary     225
Study Questions     226
Instant Influence: Primitive Consent for an Automatic Age     227
Primitive Automaticity     228
Modern Automaticity     230
Shortcuts Shall Be Sacred     231
Summary     233
Study Questions     234
References     235
Index     254
Credits     260

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Influence 4.1 out of 5 based on 0 ratings. 37 reviews.
Guest More than 1 year ago
I frequently reflect on the insights gained from Cialdini¿s superb book in both my private life and my life as a public relations professional (the ultimate influence peddlar). His research is sound and his style completely readable ¿a book filled with many ¿aha!¿ revelations. I recommend this book all the time, often purchasing one to give to a colleague. Simple truths told simply.
2jacks More than 1 year ago
This book tells you in a very concise and direct manner all of the tricks that advertisers, marketers, and salesmen use to get you to buy, to say yes when you really don't want to. If you don't want to be taken advantage of then you need to read this book to understand how its being done.
Guest More than 1 year ago
I bought the book on a recommendation of an aquaintance. I was told it was a MUST READ for everyone. I figured what the heck and bought it. I couldn't put it down from page 1. I breezed thru it and I loved it. I was actually getting flustered near the end because I wanted more. This is an excellent book! Highly recommend it!
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