Influence

Influence

The Psychology of Persuasion

Book - 2007
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Influence, the classic book on persuasion, explains the psychology of why people say "yes"--and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.

You'll learn the six universal principles, how to use them to become a skilled persuader--and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

Publisher: New York : 2007
ISBN: 9780061241895
006124189X
Branch Call Number: ANF 153.8 CIAL
Characteristics: 320 p. : ill. ; 21 cm

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kpelish
Jun 08, 2017

His research is starting to show its age (Tupperware in-home sales, the Jim Jones cult tragedy, the Milgram experiments, etc.) I’d be interested in reading more timely psychology research that explores the effect of the Internet, always-on, location-broadcasting smartphones, and unethical data mining. That said, for someone new to the idea that marketing is everywhere, this is a decent introduction to “compliance professionals” techniques and ideas for deflection. All people engage in trying to influence their environment and results; Cialdini ends with a protective call-to-arms of pushing back: “I would recommend extending this aggressive stance to any situation in which a compliance professional abuses the principle of social proof (or any other weapon of influence)…..we should be willing to use boycott, threat, confrontation, censure, tirade, nearly anything, to retaliate.” This update was published in 2007. (NOTE: book cover is ripped/in bad shape.)

a
ateleb
Aug 25, 2012

A must read for anyone interested in social psychology. This edition however, seems nothing more than a reprint of the 1984 book. What has changed/improved in our understanding of human influence and persuasion since then?

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