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Influence: The Psychology of Persuasion
Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.
You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
320 pages, Paperback
First published January 1, 1984
About the author
Robert B. Cialdini
75 books2,861 followersDr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.
His books including, Influence: Science & Practice, are the results of years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 2 million copies. Influence has been published in twenty-five languages. His most recent co-authored book, Yes! 50 Scientifically Proven Ways to be Persuasive, has been on the New York Times, USA Today & Wall Street Journal Best Seller Lists.
In the field of influence and persuasion, Dr. Cialdini is the most cited living social psychologist in the world today.
Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of
Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
Dr. Cialdini is President of INFLUENCE AT WORK, an international consulting, strategic planning and training organization based on the Six Principles of Influence.
His books including, Influence: Science & Practice, are the results of years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 2 million copies. Influence has been published in twenty-five languages. His most recent co-authored book, Yes! 50 Scientifically Proven Ways to be Persuasive, has been on the New York Times, USA Today & Wall Street Journal Best Seller Lists.
In the field of influence and persuasion, Dr. Cialdini is the most cited living social psychologist in the world today.
Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of
Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
Dr. Cialdini is President of INFLUENCE AT WORK, an international consulting, strategic planning and training organization based on the Six Principles of Influence.
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Displaying 1 - 3 of 3 reviews
February 7, 2023
Uporabno, zanimivo, dovolj berljivo čtivo za vse, ki jih zanimajo samodejni odzivi posameznikov in množic.
Mestoma se že pozna, da je od originala (1984) minilo že precej let. Zastarelost je avtor z dvema revidiranima verzijama (1994 in 2007) nekoliko omilil, a primeri in študije so vendarle kar precej časovno odmaknjeni in zato ponekod manj relevantni.
Drugi očitek je mestoma preveč razvlečeno opisovanje nekaterih primerov.
To pa sta - vsaj zame - tudi edini pomanjkljivosti te knjige, ki naj vas ne odvrneta od branja.
Še vedno je to ena od ključnih knjig za vse tržnike pa tudi vse, ki vodijo ljudi in za vsakogar med nami, ko smo v vlogi potrošnikov, volivcev, ...)
Ne morem mimo omembe zares izvrstnega prevoda Jedrt Maležič.
Mestoma se že pozna, da je od originala (1984) minilo že precej let. Zastarelost je avtor z dvema revidiranima verzijama (1994 in 2007) nekoliko omilil, a primeri in študije so vendarle kar precej časovno odmaknjeni in zato ponekod manj relevantni.
Drugi očitek je mestoma preveč razvlečeno opisovanje nekaterih primerov.
To pa sta - vsaj zame - tudi edini pomanjkljivosti te knjige, ki naj vas ne odvrneta od branja.
Še vedno je to ena od ključnih knjig za vse tržnike pa tudi vse, ki vodijo ljudi in za vsakogar med nami, ko smo v vlogi potrošnikov, volivcev, ...)
Ne morem mimo omembe zares izvrstnega prevoda Jedrt Maležič.
September 21, 2011
Večina stvari je common sense, ampak nekateri primeri so še vedno dovolj zanimivi, da sem prebral do konca. Preveč razvlečeno. Shady statistika in še bolj čudni sklepi v poglavju Social proof. Raje kot knjigo priporočam branje kakega daljšega povzetka.
November 16, 2022
Izjemno kompleksna knjiga o marketingu, ki ga uporabljajo tako zasebniki, kot podjetja, vse zato, da bi nas ulovili v svoje lovke. Izredno veliko dobrih primerov in praks, pa tudi to, kako bi se morda lahko temu izognili in rekli ne. Vzroki, za to, da delujemo, kot domnevajo, da bomo, imajo dolgo zgodovino. Prav vsem se nam dogaja, da slej ko prej, 'pademo' na takšno ali drugačno finto, ki nam jo pripravljajo in še vemo ne zakaj. V tej knjigi pa dobimo marsikateri odgovor na to. Od tega, kako so si sekte pridobile ogromno denarja, do tipičnega Tupperware primera in še ogomno tega je v knjigi, ki je pač ne moreš prebrati naenkrat, saj zanjo potrebuješ kar dosti časa, da poleg zraven še kimaš in se spominjaš: o, ja, tudi jaz sem na tole nasedla. Morda mislimo, da smo se že vsega naučili in da bomo znali reči ne, a se zgodi, da iz globljih psiholoških vzrokov, še vedno rečemo da, pa ne bi smeli.
Za vse, ki jim je psihologija blizu je to izvrstna študija marketinških in tudi drugačnih prijemov, komu v korist, da deluje tako, drugemu, da zna reči ne, ko nečesa ne želi.
Za vse, ki jim je psihologija blizu je to izvrstna študija marketinških in tudi drugačnih prijemov, komu v korist, da deluje tako, drugemu, da zna reči ne, ko nečesa ne želi.
Displaying 1 - 3 of 3 reviews