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Influence: Science and Practice (4th Edition) (Paperback) (Paperback)
by Robert B. Cialdini
| Category:
Business, Sales, Influence |
| Market price: ¥ 248.00
MSL price:
¥ 228.00
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Pre-order item, lead time 3-7 weeks upon payment [ COD term does not apply to pre-order items ] |
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| MSL Pointer Review:
This is a superbly written treatise on the subject of influence! Robert Cialdini discusses six ways of influencing people - reciprocation, commitment, social power, authority, contrast, and scarcity. |
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Author: Robert B. Cialdini
Publisher: Allyn & Bacon
Pub. in: June, 2000
ISBN: 0321011473
Pages: 262
Measurements: 8.8 x 5.9 x 0.6 inches
Origin of product: USA
Order code: BA00902
Other information: 4 edition
Language: English
ISBN-13: 978-0321011473
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- MSL Picks -
Three things that make 'Influence' more useful than 95% of marketing books:
- It is based upon observation and experiment, not just the author's opinions.
- Cialdini uses examples from marketing, advertising, cartoons, and the real world to illustrate his points.
- The book is not a new business pitch from an ad agency or a front for a consulting group. Cialdini is not out to sell you anything (other than this book). He just wants to share these fascinating things he's learned.
Each chapter covers one specific 'Weapon of Influence'. It's easy to read in bite-size chunks, and Cialdini's insights are broadly applicable in marketing whatever you've got. 'Influence' is perhaps the most useful book on advertising and marketing.
Target readers:
General readers.
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Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.
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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.
FEATURES:
• Engaging writing style with amusing anecdotes.
• Includes citations from both recent and classic research.
• Describes how to resist unwanted influence attempts.
• 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:
• New reports from readers illustrate how a principle has worked on or for them.
• Additional examples from current events illustrate psychological research, such as holiday gift crazes for Beanie Babies, Furbies, and Pokemon; the Columbine High School shootings; and the FBI's decision to attack Branch Davidian headquarters in Waco, Texas.
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The initial version of Influence was designed for the popular reader, and as such, an attempt was made to write it in an engaging style. In the subsequent versions, that style is retained, but in addition, I present the research evidence for my statements, recommendations, and conclusions. Although they are dramatized and corroborated through such devices as interviews, quotes, and systematic personal observations, the conclusions of Influence are based on controlled, psychological research. This fact allows the instructor, the student, and the popular reader to feel confident that the book is not "pop" psychology but represents work that is scientifically grounded. The subsequent versions also provide new and updated material, chapter summaries, and study questions to enhance its classroom utility.
A potentially attractive feature of the present version of Influence lies in its ability to serve as an enjoyable, practical, yet scientifically documented text for both students and the general reader. For students, one way to view the book, then, is to see it as a refreshing change of pace (from standard text material) that does not retreat from scientific respectability. In a related vein, for both students and the general reader, the book might be seen as a way to demonstrate that, properly presented, what often seems like dry science can actually prove to be lively, useful, and relevant to all readers' personal lives.
COMMENT ON THE FOURTH EDITION OF INFLUENCE: SCIENCE AND PRACTICE
It has been some time since Influence was last published. In the interim, some things have happened that deserve a place in this new edition. First, we now know more about the influence process than before. The study of persuasion, compliance, and change has advanced, and the pages that follow have been adapted to reflect that progress. In addition to an overall update of the material, I have expanded a feature that was stimulated by the responses of prior readers.
This feature highlights the experiences of individuals who have read Influence, recognized how one of the principles worked on (or for) them in a particular instance, and wrote to me describing the event. Their descriptions, which appear in the "Reader's Reports" in each chapter, illustrate how easily and frequently we can fall victim to the influence process in our everyday lives.
An array of people deserve and have my appreciation for their aid in making Influence possible. Several of my academic colleagues read and provided perceptive comments on the entire manuscript in its initial draft form, greatly strengthening the subsequent version. They are Gus Levine, Doug Kenrick, Art Beaman, and Mark Zanna. In addition, the first draft was read by a few family members and friends Richard and Gloria Cialdini, Bobette Gorden, and Ted Hall-who offered not only much-needed emotional support but insightful substantive commentary as well.
A second, larger group provided helpful suggestions for selected chapters or groups of chapters: Todd Anderson, Sandy Braver, Catherine Chambers, Judi Cialdini, Nancy Eisenberg, Larry Ettkin, Joanne Gersten, Jeff Goldstein, Betsy Hans, Valerie Hans, Joe Hepworth, Holly Hunt, Ann Inskeep, Barry Leshowitz, Darwyn Linder, Debbie Littler, John Mowen, Igor Pavlov, Janis Posner, Trish Puryear, Marilyn Rall, John Reich, Peter Reingen, Diane Ruble, Phyllis Sensenig, Roman Sherman, and Henry Wellman.
Certain people were instrumental at the beginning stages. John Staley was the first publishing professional to recognize the project's potential. Jim Sherman, Al Goethals, John Keating, Dan Wagner, Dalmas Taylor, Wendy Wood, and David Watson provided early, positive reviews that encouraged author and editors alike. My editors at Allyn and Bacon, Carolyn Merrill and Jodi Devine, were consistently congenial, helpful, and insightful. I would like to thank the following users of the third edition for their feedback during a telephone survey: Emory Griffin, Wheaton College; Robert Levine, California State, Fresno; Jeffrey Lewin, Georgia State University; David Miller, Daytona Beach Community College; Lois Mohr, Georgia State University; and Richard Rogers, Daytona Beach Community College. The third edition benefited substantially from the reviews of Assaad Azzi, Yale University; Robert M. Brady, University of Arkansas; Brian M. Cohen, University of Texas at San Antonio; Christian B. Crandall, University of Florida; Catherine Goodwin, University of Alaska; Robert G. Lowder, Bradley University; James W. Michael, Jr., Virginia Polytechnic Institute and State University; Eugene P. Sheehan, University of Northern Colorado; Jefferson A. Singer, Connecticut College; and Sandi W. Smith, Michigan State University. Finally, throughout the project, no one was more on my side than Bobette Gorden, who lived every word with me.
I wish to thank the following individuals who-either directly or through their course instructors-contributed the "Reader's Reports" used in this edition: Pat Bobbs, Annie Carto, William Cooper, Alicia Friedman, William Graziano, Mark Hastings, Endayehu Kendie, Danuta Lubnicka, James Michaels, Steven Moysey, Paul Nail, Alan J. Resnik, Daryl Retzlaff, Geofrey Rosenberger, Dan Swift, and Karla Vasks.
I would also like to invite new readers to contribute similar "Reports" for possible publication in a future edition. They can be sent to me at the Department of Psychology, Arizona State University, Tempe, AZ 85287-1104 or Robert.Cialdini@ ASU.EDU. Finally, more influence-relevant information can be obtained at Influenceatwork.com.
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| View all 11 comments |
JOURNAL OF MARKETING RESEARCH (MSL quote), USA
<2007-10-19 00:00>
For marketers, it is among the most important books written in the last 10 years. |
JOURNAL OF RETAILING (MSL quote), USA
<2007-10-19 00:00>
INFLUENCE should be required reading for all business majors. |
Mollie Marti (MSL quote), USA
<2007-10-19 00:00>
It would be rare to find a social psychologist who does not view Cialdini as the master of persuasion and influence. I'm no exception. Not only is his knowledge comprehensive, but it is presented in an understandable and compelling way. This is why this book is in its Fourth Edition.
Any serious student of persuasion and influence, theoretical or applied, needs this book in their library. Becoming familiar with Cialdini's six principles of influence (reciprocity, consistency, social proof, liking, authority and scarcity) will broaden your world . . . and when applied, increase your bottom line.
You also will want to read Kevin Hogan's books, including "The Psychology of Persuasion" and "The Science of Influence". I'd also recommend, especially for applied sales and influence practitioners, Dave Lakhani's more recent book, "Persuasion: The Art of Getting What You Want".
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A reader (MSL quote), USA
<2007-10-19 00:00>
I read this book a long time ago for a Persuasion and Rhetoric class and it's still on my shelf today. If you ever think about going into conflict management, negotiation, or mediation, it's extremely useful to identify different "dirty tricks" that can be used to sabotage sincere efforts toward a common goal.
Ok, so that's for the academics. What about the common bystander? This book is imperative to understanding the little tricks of the trade that get you to buy that car, give that donation, or buy those Girl Scout cookies. It's written in a very easy, engaging way and is great knowledge for a smart shopper. Once you read the tactics in this book, you start to see them everywhere and look at sales tactics in a whole new light. Definitely a must-read for the educated consumer. |
View all 11 comments |
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