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Influence - Science and Practice (Paperback, 5th edition)
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Influence - Science and Practice (Paperback, 5th edition)
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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.
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