• von Robert B. Cialdini
  • Sprecher: Lloyd James
  • 12 Std. 26 Min.
  • ungekürztes Hörbuch


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 listener 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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Pleasantly surprised!!

Took me a long time to finally read this book. I had always kept off reading the book, because of what it says on the cover. Not the "Science & Practice", the other words. But "Science & Practice" it really is, because this book was written by a university professor. If I had known this earlier, I may have read it years ago. The book has probably achieved the status of a classic, so when it came out in its 5th edition I finally gave it shot and I was pleasantly surprised.

This book will change the way you see the world. It shows once again how highly irrational we humans really are. Many concepts may not be new to you, but having ideas backed up by research always helps becoming more consciously aware of them.

Probably a classic, worth a re-read, good narration, to the point, hands on.
Lesen Sie weiter...

- Felix

Inspiring, entertaining and professionally educational

One of the best non-fiction books out there.

This book provides sound academic references on the fields of psychology, decision making and social behavior. The very relevant anecdotal evidence puts each pattern of human behavior into understandable context that enables the reader to process this vast amount of eye-opening information (and manages the impressive feat of making this a very entertaining read).
More complex topics are didactically broken down into digestible chunks that manage to involve the readers mind to analyze given case studies as they are explained by academic insight step-by-step.
Lesen Sie weiter...

- Niklas Steding

Weitere Infos zum Titel

  • Erscheinungsdatum: 28.08.2014
  • Verlag: Dr. Robert Cialdini