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Influence: Science and Practice / Edition 3
     

Influence: Science and Practice / Edition 3

4.1 37
by Robert B. Cialdini
 

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ISBN-10: 0673467511

ISBN-13: 9780673467515

Pub. Date: 11/28/1992

Publisher: Addison-Wesley Educational Publishers, Inc.

Over a quarter million copies sold!

How does this information make you feel about the book? If, even for a moment, you thought that a proven and popular book might be the one you were interested in, you may have been persuaded by a potent principle of influence—in this case, the principle of social proof.

Have you ever found yourself saying "yes" to

Overview

Over a quarter million copies sold!

How does this information make you feel about the book? If, even for a moment, you thought that a proven and popular book might be the one you were interested in, you may have been persuaded by a potent principle of influence—in this case, the principle of social proof.

Have you ever found yourself saying "yes" to a telemarketer or to a child selling candy and then wonder why you have just agreed to subscribe to a magazine that you really aren't interested in or to buy a candy bar that you really don't want? In this revised, updated, and expanded book, not only will you find out what techniques were used to get you to say yes, but you will also learn some worthwhile ways to defend yourself from future requests.

Product Details

ISBN-13:
9780673467515
Publisher:
Addison-Wesley Educational Publishers, Inc.
Publication date:
11/28/1992
Edition description:
Older Edition
Pages:
253
Product dimensions:
6.11(w) x 9.19(h) x 0.50(d)

Table of Contents

All chapters conclude with “Summary” and “Study Questions.”

Preface.


Introduction.


1.Weapons of Influence.

Click, Whirr.

Betting the Shortcut Odd.

The Profiteers.

Jujitsu.

Reader's Report.



2.Reciprocation: The Old Give and Take … and Take.

How the Rule Works.

Reciprocal Concessions.

Rejection-Then-Retreat.

Defense.

Reader's Report.



3.Commitment and Consistency: Hobgoblins of the Mind.

Whirring Along.

Commitment Is the Key.

Defense.

Reader's Report.



4.Social Proof: Truths Are Us.

The Principle of Social Proof.

Cause of Death: Uncertain(ty).

Monkey Me, Monkey Do.

Defense.

Reader's Report.



5.Liking: The Friendly Thief.

Making Friends to Influence People.

Why Do I Like You? Let Me List the Reasons.

Conditioning and Association.

Defense.

Reader's Report.



6.Authority: Directed Deference.

The Power of Authority Pressure.

The Allures and Dangers of Blind Obedience.

Connotation Not Content.

Defense.

Reader's Report.



7.Scarcity: The Rule of the Few.

Less Is Best and Loss Is Worst.

Psychological Reactance.

Optimal Conditions.

Defense.

Reader's Report.



8.Instant Influence: Primitive Consent for an Automatic Age.

Primitive Automaticity.

Modern Automaticity.

Shortcuts Shall Be Sacred.



References.


Credits.


Index.

Customer Reviews

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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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