Influence: Science and Practice / Edition 5 available in Paperback
In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, examines the science and practice of compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented material, previous editions have been widely read by business professionals, fundraisers, and those interested in psychology.
The new Fifth Edition includes twice as many first hand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.
About the Author
Robert B. Cialdini is Regents’ Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing. He has taught at Stanford University and Harvard’s Kennedy School of Government. He has been elected president of the Society of Personality and Social Psychology. He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence.
Dr. Cialdini attributes his interest in social influences to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.
Table of Contents
All chapters conclude with “Summary” and “Study Questions.”
1.Weapons of Influence.
Betting the Shortcut Odd.
2.Reciprocation: The Old Give and Take … and Take.
How the Rule Works.
3.Commitment and Consistency: Hobgoblins of the Mind.
Commitment Is the Key.
4.Social Proof: Truths Are Us.
The Principle of Social Proof.
Cause of Death: Uncertain(ty).
Monkey Me, Monkey Do.
5.Liking: The Friendly Thief.
Making Friends to Influence People.
Why Do I Like You? Let Me List the Reasons.
Conditioning and Association.
6.Authority: Directed Deference.
The Power of Authority Pressure.
The Allures and Dangers of Blind Obedience.
Connotation Not Content.
7.Scarcity: The Rule of the Few.
Less Is Best and Loss Is Worst.
8.Instant Influence: Primitive Consent for an Automatic Age.
Shortcuts Shall Be Sacred.