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Influence: Science and Practice
Allen & Unwin
August 2008
On Sale: August 8, 2008
272 pages
ISBN: 0205609996
EAN: 9780205609994
Paperback
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Non-Fiction
Influence: Science and Practiceis 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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