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Influence: The Psychology of Persuasion (Collins Business Essentials) by [Cialdini PhD, Robert B.]
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Influence: The Psychology of Persuasion (Collins Business Essentials) Revised , Kindle Edition

4.7 out of 5 stars 218 customer reviews

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Product description

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Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended.

Review

For markters, this book is among the most important books written in the last ten years. (Journal of Mariketing Research)

Influence should be required reading for all business majors. (Journal of Retailing)

This book will strike chords deep in the hearts and psyches of all of us. (Best Sellers Magazine)

The material in Cialdini’s Influence is a proverbial gold mine. (Journal of Social and Clinical Psychology)

Product details

  • Format: Kindle Edition
  • File Size: 1014 KB
  • Print Length: 281 pages
  • Publisher: HarperCollins e-books; Revised edition (May 28 2009)
  • Sold by: HarperCollins Publishers CA
  • Language: English
  • ISBN-10: 006124189X
  • ISBN-13: 978-0061241895
  • ASIN: B002BD2UUC
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Screen Reader: Supported
  • Enhanced Typesetting: Enabled
  • Average Customer Review: 4.7 out of 5 stars 218 customer reviews
  • Amazon Bestsellers Rank: #1,042 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Top Customer Reviews

Format: Paperback
What are the factors that cause one person to say yes to another person? Which techniques most effectively use these factors to bring about such compliance?
Prof. Cialdini found six such techniques: Reciprocation, Commitment, Social Proof, Liking, Authority and Scarcity. Author explains why they work, and how to say no to peddlers that want to exploit you using them.
The book is well written, the style is simple, there's ample use of appropriate anecdotes so you can better remember what's most important.
The six techniques are discussed "in terms of their function in the society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes..."; yes, 'votes', so I believe it's an important reason for you, citizen, to learn those six tricks, in your own interest! They exploit our 'automatic behavior patterns' (three pages to explain this, don't worry!), and they make us terribly vulnerable to anyone who does know how they work.
I'll break down how Prof. Cialdini examines the rules, I'll use rule number one, "Reciprocation" as an example.
1 - Definition of the rule: "The rule says that we should try to repay, in kind, what another person has provided us."
2 - Rationale (why it works and why we, as humans, always stick to it): The development of this behaviour "meant that one person could give something (for example, food, energy, care) to another with confidence that it was not being lost.(...) Sophisticated and coordinated systems of aid, gift giving, defense, and trade became possible, bringing immense benefit to the societies that possessed them.
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Format: Paperback Verified Purchase
I've used this book extensively in both practical application as well as for grad work. It outlines many social constructs in which we operate. It will help you interact with others with a certain level of understanding and improve your ability to influence situations to your benefit or understand when someone else is using the principles to shape the situation to their benefit.

Particular takeaways for me were:
Principle of reciprocity
Herd mentality
How to say no
Effects advertisers and salesman are trying to apply to get you to buy

If you like this book you may also like: Freakenomics (I have a review for that one as well--some things are questionable it could work) and the works of Malcolm Gladwell.
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Format: Audio CD Verified Purchase
An excellent book that describes well what influences we are subjected to on a regular basis. Information everyone should know about. He tells you how you can arm yourself against these influences, if you recognise them as being used improperly. I definitely learned a lot from this book.
Hans Boehnke
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Format: Kindle Edition Verified Purchase
I find the academic wording unnecessary and takes more effort to understand(maybe I'm dumb)
I think academics aren't used to writing material for the public, and would benefit from a business writing class. Business writers communicate ideas as clearly as possible, with the least amount of words possible. Which makes the reading more enjoyable. But I digress.

Cialdini is the best persuader out there. And this knowledge is pure gold. Just started his new book Pre-Suasion, which is even better, and builds on the principles of this book. Cialdini's work is the best. You will gain all the tools to become a master persuader. Enjoy.
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Format: Kindle Edition Verified Purchase
This is a good book that tries to reveal and show you how to acknowledge the automatic responses we have to things we see in our lives. For example, why do we desire an object more when we know it is in limited supply?

The books feels like it's a little old in how it reads but the information in it is still sound and useful. I think this book is read by most behavioral economists and psychologists as a starting point and I think it should be read by everyone.
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Format: Paperback Verified Purchase
the book is well laid out and the information easy to follow. The interesting part of the book is becoming aware of how we are so easily influenced in making - what we think - are our own choices. After reading the book one starts to realize that maybe they were not our choices but rather a choice made by the influence of others.
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Format: Paperback
Why do you buy the things you do? This book shows you the ruthless tactics that marketers use to get you to buy their products. It was a real eye opener.
For example: I used to think that the toys stores were out of stock of their best toys during December, because of huge demand. Now I realize that they are doing this on purpose. Why? Because they know the kids won't forget about this toy and they will come back in January to buy it when they get it "back in stock". Meanwhile during the holiday season their parents have to buy them "something" so they make even more money. So when you see them advertising a new toy in November know that they won't have it in by December because they want to trick you.
Read about many more tricks they are using on you and how you can overcome them by reading this great book.
Zev Saftlas, Author of Motivation That Works: How to Get Motivated and Stay Motivated
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