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| Influence: Science and Practice (4th Edition) | 
 enlarge | Author: Robert B. Cialdini
Publisher: Allyn & Bacon
Category: Book
List Price: $24.99
Buy Used: $4.84
You Save: $20.15 (81%)
New (36) Used (132) Collectible (3) from $4.84
Avg. Customer Rating:  131 reviews
Media: Paperback
Edition: 4
Number Of Items: 1
Pages: 262
Shipping Weight (lbs): 0.2
Dimensions (in): 8.8 x 5.9 x 0.5
ISBN: 0321011473
Dewey Decimal Number: 153.852
UPC: 076092007739
EAN: 9780321011473
Publication Date: July 9, 2000
Availability: Usually ships in 1-2 business days
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Product 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) and is 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 other positions, inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in graduate and undergraduate psychology and management 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. New Reader's Reports are included in the Fourth Edition and illustrate how readers have used one of the principles or have had a principle of influence used on them.
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| Customer Reviews: Read 126 more reviews...
 Great Information December 17, 2008
Influence: Science and Practice (5th Edition) This book is a MUST read for any sales or marketing professional. Not only does the information dive into the buying decisions of consumers, but it helps us become aware of these process so we can avoid them as well. Great book! A must have!
Gregg Swanson
http://WarriorMindCoach.com
Influence December 14, 2008
Both my husband and I greatly enjoyed reading the book. Very helpfull and good reading.
Influence: Science and Practice (5th Edition) November 29, 2008
A must read. In 2002 I wrote a review about the previous edition. Now I am a professor and have a doctorate, so I actually reference the book in my marketing and management classes. Great book for so many disciplines.
 Great easy reading. November 16, 2008
The book is very infomartive and is a great easy read. If I had not need it for class I would not have known it existed. I normally sale my books back, but NOT this time.
Read Chapters 1-3 November 12, 2008
Overall this was an enjoyable read, but it almost felt like two separate books to me: chapters 1-3, then chapters 4-8.
The first three chapters were very interesting and, in my copy, are covered in sticky notes, underlines, and highlights. It's not that the book shared anything particularly new, but it presented it in an organized fashion that directly related to many of my current business endeavors. If you have any project that involves selling/marketing - whether writing web copy or attending networking events - there will be some good tips, or at least friendly reminders, in these first three chapters.
The rest of the book was pure pop psychology, along the lines of "Stumbling on Happiness" - well-written, with many illustrative examples, but not all that useful. I only highlighted three phrases in all of chapters 4-8. If you like pop psychology, the rest of the book is an easy and enjoyable read, but hard to justify as work-related research.
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