Influence: The Psychology of Persuasion (Collins Business Essentials)
by Robert B. Cialdini
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Social Proof - People will do things that they see other people are doing. For example, in one experiment, one or more accomplices would look up into the sky; the more accomplices the more likely people would look up into the sky to see what they were seeing. At one point this experiment aborted, as so many people were looking up, that they stopped traffic.
Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" encourag...more
Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" encourag...more
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Read in May, 2008
recommended to Natalie by:
Brian
I thought this book was really interesting, but I really enjoy sociological/psychological experiments. It was a little bit different than I expected, but in a good way. I didn't realize this book had my interest in mind, which was very refreshing.
As I read how easily people can be "talked" into doing something, I was partially wishing I knew this stuff when I worked in sales. Then I realized I would never feel comfortable knowingly using such tactics against other people. It ...more
As I read how easily people can be "talked" into doing something, I was partially wishing I knew this stuff when I worked in sales. Then I realized I would never feel comfortable knowingly using such tactics against other people. It ...more
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Read in October, 1992
Way back in college I took a neuroscience course to fulfill a requirement. In four years of college and two of grad school this was the most interesting course I took. This book was the most interesting book we were assigned to read. I've reread it two or three times since then and bought it at least once more.
Influence has saved me more money than any coupon I've ever cut, or any Costco membership I've ever used. If you've ever given so much as a quarter to someone you feel is scamm...more
Influence has saved me more money than any coupon I've ever cut, or any Costco membership I've ever used. If you've ever given so much as a quarter to someone you feel is scamm...more
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Read in February, 2008
This book was assigned in my Social Influence class and I loved it! Cialdini has done tons of interesting research and is clearly very accomplished in the Psych field, yet he can write a book that everyone (non-Psych majors included) can understand. Each social tactic is explained thoroughly and he uses a lot of stories as well as his own experiments to back it up. I love how he peppers his anecdotes with his sense of humor ("Looking somewhat embarrassed because his father seemed to be ravi...more
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Read in January, 2003
recommends it for:
all humans
This is a critical book if you work in any business or if you have to deal with sales type people at all. This book opens your eyes to all the psychological tools that people use to influence you. The only thing I remember from this book that I've thought about on a weekly basis is gift giving. People try to give you gifts/free stuff everywhere. This is to trigger an innate response to give back, people fall into this trap all time. If you learn that one thing, you've learned a good chunk of the...more
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i think this book is fantastic and superb
nevertheless, the tone may be scarier than it seems to be (i.e. on how we can get manipulated/ influenced by compliance professionals like marketeers)
outlined 6 principles:
(1) reciprocity
(2) commitment and liking
(3) social proof
(4) liking
(5) authority
(6) scarcity
and how we actually need this to operate effectively( even though it may be subjected to unscrupulous manipulation)+ how we can defend ourselves against it
Cialdini is n...more
nevertheless, the tone may be scarier than it seems to be (i.e. on how we can get manipulated/ influenced by compliance professionals like marketeers)
outlined 6 principles:
(1) reciprocity
(2) commitment and liking
(3) social proof
(4) liking
(5) authority
(6) scarcity
and how we actually need this to operate effectively( even though it may be subjected to unscrupulous manipulation)+ how we can defend ourselves against it
Cialdini is n...more
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I put this book under "dangerous knowledge." Cialdini, still a top consultant in this field, has a tiny disclaimer at the end of the book saying how he's aware that this knowledge could be misused, but doesn't go much further.
I see this stuff abused all the time, to spin democracies to go to war, to sell us products and services we don't really need and much, much more.
I've been wanting to start an ethics institute around this topic. Interested? Write me!
I see this stuff abused all the time, to spin democracies to go to war, to sell us products and services we don't really need and much, much more.
I've been wanting to start an ethics institute around this topic. Interested? Write me!
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Read in May, 2007
The info in this book is a little frightening, but definitely good to know! Because we live in a world with so many choices, there are things we need to do on auto pilot. And there are so many ways in which we are open to being influenced (or manipulated) by people who know what they're doing. And advertising, marketing, and sales people do know what they're doing--at least the successful ones.
I think this book should be required reading for everyone.
I think this book should be required reading for everyone.
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Great book: I was searching for a good book on influence and human psychology, and I found exactly what I was looking for. The information was great, some of the examples were dated (but I have a dated version 1998 I believe), and overall I learned a lot from this book. It has also broadened my curiosity to explore the subject further, after I read it one more time. <br /> <br />Highly recommended.
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Invaluable for anyone who is a lifelong student of human behavior in search of the drivers that motivate people to respond in certain ways. Helps readers to not only be more aware of the classic sales' "stimulus-response" techniques, but also clarifies how relationships in general work. I particularly liked the discussion about being socially responsible when using these techniques. - S
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Cialdini lays out the 5 ways that people are influenced to think, buy, and behave. This is the classic — everyone since has merely embroidered Cialdini's basic insights. You need to know this stuff if you're a marketer, selling an idea, or just trying to be persuasive.
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Has a copy to sell/swap
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Read in June, 2008
Interesting, if somewhat obvious observations on the most common strategies of social persuasion. Pretty poorly written (and edited, I noticed a few blatant typos). It read more like a diet book than an academic study. Also, all the citations are like 30 years old.
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Cameron recommended this to me. If you are at all interested in marketing or understanding how to get a strangers attention in an emergency you will find some good tips inside. I know it has made me rethink some of my behaviors and understand others better.
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This book explains all the ways in which an ordinary person can be motivated to buy, listen, act or comply following an application of external pressure. Excellent book for developing critical thinking. Every high school student should read this book.
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Learn to recognize when other people are trying to reel you in, and learn how to persuade others -- for good, of course. Lots of interesting studies, like Tipping Point, but more content packed and credible.
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Read in June, 2007
A fantastic read; you will be entertained and informed from start to finish. Even if you don't enjoy non-fiction, I suspect you will enjoy this book about how people are influenced/persuaded.
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for almost 10 years I have maintained that if one was to memorize and put into practice all the things in this book they could control the world. Or at least run a major toy company
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Read in January, 2007
This is one of those books that will make you feel smarter after reading it, and it's not even a tough read! It's a fundamental text in marketing, but well written and fairly short.
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anyone doing marketing, selling, persuasive writing or communication of any kind with anyone should study Cialdini's work and memorize the 6 laws in this book
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Read in March, 1998
You gain a deeper awareness of the brain-draining effects of Wal-mart and other impulsive mind lapses. It also makes you contemplate the nature of CHOICE.
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