Description

Features

• Real-life examples illustrate how easily and frequently the influence process occurs in everyday life.
• Includes citations from both recent and classic research.
• Describes how to resist unwanted influence attempts.
• Study Questions and Critical Thinking Items provide students with additional learning support.
• Well known and influential author speaks frequently on “The Power of Ethical Influence” to such organizations as IBM, the Mayo Clinic, and NATO.

New To This Edition

• Updated coverage of social influence effects in popular culture, such as the contagion of obesity among the young and the contagion of violence in such tragedies as the Virginia Tech and Northern Illinois mass killings.  Also added is coverage of social influence effects in new technologies, such as persuasion resulting from online banner ads and the subliminal presentation of odors.

• Increased coverage of how compliance principles work in other cultures. New insights are derived from the research findings, sayings, and customs of Latin America, the Far East, and Central Europe.

• More neuroscience evidence of how the influence process works, integrated throughout.  For instance, brain imaging research is presented showing how the “Expensive = good” heuristic operates to lead people to experience more costly items as better than (identical) less costly ones.

• Enhanced coverage of "how to say no".  New evidence is presented to help readers identify their special vulnerabilities to various techniques of persuasion.

• Twice as many Readers Reports - first person accounts in which readers of previous editions describe how they’ve seen a principle work on or for them.  These Reports have become the most popular feature of the book.

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.

Courses

Social Psychology  [PROFESSIONAL]   (Psychology)
Persuasion  [PROFESSIONAL]   (Psychology)

Previous Edition(s)

• Influence: Science and Practice, 4/E
  Cialdini
  ©2001  |  Pearson  |  Paper; 262 pp  |  Out of Print
  ISBN-10: 0321011473  |  ISBN-13: 9780321011473
    Brief Description  | 

  

  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.

  More Info
  

Reviews

“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.” –ROGER FISHER, Director, Harvard Negotiation Project, Co-author of “Getting to Yes.”

“For marketers, it is among the most important books written in the last 10 years.” –JOURNAL OF MARKETING RESEARCH

“The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row.” –GREG RENKER, President, Guthy-Renker

“It would be marvelous reading for students taking Social Psychology.” –DAVID MYERS, Hope College

“The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.” –ALAN J. RESNIK, Portland State University

“INFLUENCE should be required reading for all business majors.” –JOURNAL OF RETAILING

Author Bios

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.

Backcover Copy

Over 1.5 million copies sold!

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, 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, fundraisers, and those interested in psychology. The new edition includes:

•  twice as many first hand accounts of how the book’s principles apply to business and personal lives;

•  updated coverage of popular culture and new technology; and

•  more on how compliance principles work in many cultures.

Here’s what people are saying about INFLUENCE: Science and Practice:

“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.”

–ROGER FISHER, Director, Harvard Negotiation Project, Co-author, Getting to Yes

 “Bob Cialdini is the most brilliant student of influence and negotiation I’ve encountered. If everything were on the line in a negotiation, I can’t think of anyone I’d rather have advising me.”

–TOM PETERS, The Tom Peters Group

“This book is the de facto standard to learn the psychology of persuasion. If you don’t read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.”

–GUY KAWASAKI, CEO, Garage.com

“His book should be in every sales and marketing person’s briefcase and reread frequently.”

–R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust

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, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence 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.

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• Influence: Science and Practice, CourseSmart eTextbook, 5/E
  Cialdini
  ©2009  |  Pearson  |  Electronic Book; 272 pp  |  Available
  ISBN-10: 020524064X  |  ISBN-13: 9780205240647
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