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Description
Appropriate Courses
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New to This Edition
Table of Contents
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Influence: Science and Practice, 4/e


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Robert B. Cialdini, Arizona State University, Tempe
Publisher: Allyn & Bacon
Copyright: 2001
Format: Paper, 262 pp
ISBN: 0-321-01147-3
Status: Coming 06/29/2000
Retail Price: $21.99 US
Professors, contact your bookstore for bookstore price.

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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).

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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Appropriate Courses & Related Titles

Designed for courses in Persuasion and as a supplement to Psychology, Communications, and Business courses.

Persuasion (Psychology)
Social Psychology (Psychology)


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Features

  • Real-life examples illustrate how easily and frequently the influence process occurs in everyday life.
  • Includes citations from both recent and classic research.
  • Describes how to resist unwanted influence attempts.
  • Study Questions and Critical Thinking Items provide students with additional learning support.
  • Well known and influential author speaks frequently on “The Power of Ethical Influence” to such organizations as IBM, the Mayo Clinic, and NATO.
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New To This Edition

  • Presents current research on persuasion and compliance. For example, new work is described on the power of active commitments and the use of loss-framing in health-related decisions.
  • New “Reader's Reports”: Experiences 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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Table Of Contents

All chapters conclude with “Summary” and “Study Questions.”

Preface.


Introduction.


1.Weapons of Influence.

Click, Whirr.

Betting the Shortcut Odd.

The Profiteers.

Jujitsu.

Reader's Report.



2.Reciprocation: The Old Give and Take … and Take.

How the Rule Works.

Reciprocal Concessions.

Rejection-Then-Retreat.

Defense.

Reader's Report.



3.Commitment and Consistency: Hobgoblins of the Mind.

Whirring Along.

Commitment Is the Key.

Defense.

Reader's Report.



4.Social Proof: Truths Are Us.

The Principle of Social Proof.

Cause of Death: Uncertain(ty).

Monkey Me, Monkey Do.

Defense.

Reader's Report.



5.Liking: The Friendly Thief.

Making Friends to Influence People.

Why Do I Like You? Let Me List the Reasons.

Conditioning and Association.

Defense.

Reader's Report.



6.Authority: Directed Deference.

The Power of Authority Pressure.

The Allures and Dangers of Blind Obedience.

Connotation Not Content.

Defense.

Reader's Report.



7.Scarcity: The Rule of the Few.

Less Is Best and Loss Is Worst.

Psychological Reactance.

Optimal Conditions.

Defense.

Reader's Report.



8.Instant Influence: Primitive Consent for an Automatic Age.

Primitive Automaticity.

Modern Automaticity.

Shortcuts Shall Be Sacred.



References.


Credits.


Index.


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Supplements


Student Supplements

To purchase any supplements listed below, visit your college bookstore or call 1-800-666-9433.

  • Influence in Action: A Student Handbook  / 0-205-33819-4

  • AWHE Career Center Access Code Card (Standalone)  / 0-205-39265-2

  • AWHE Career Center Access Code Card (Valuepack item only)  / 0-205-39266-0



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Reader Reviews





Here's what people are saying about the material in INFLUENCE: Science and Practice:


“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.” —ROGER FISHER, Director, Harvard Negotiation Project, Co-author of “Getting to Yes.”


“For marketers, it is among the most important books written in the last 10 years.” —JOURNAL OF MARKETING RESEARCH


“The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row.” —GREG RENKER, President, Guthy-Renker


“It would be marvelous reading for students taking Social Psychology.” —DAVID MYERS, Hope College


“The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.” —ALAN J. RESNIK, Portland State University


“INFLUENCE should be required reading for all business majors.” —JOURNAL OF RETAILING




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