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Influence: The Psychology of Persuasion

Автором Robert Cialdini

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В настоящее время недоступен на Scribd

Influence: The Psychology of Persuasion

Автором Robert Cialdini

оценки:
4.5/5 (655 оценки)
Длина:
426 pages
7 hours
Издатель:
Издано:
Jun 2, 2009
ISBN:
9780061899874
Формат:
Книге

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Примечание редактора

Weapons of persuasion…

Learn how the six principles of persuasion influence everything, from our grocery purchases to our political practices. Though the principles are simple, Cialdini shows, through fascinating case studies, the complexity of their use.

Описание

From Scribd: About the Book

Dr. Robert B. Cialdini knows why people say “yes.”

In Influence: The Psychology of Persuasion, Cialdini outlines the six principles of persuasion and how they influence the way we speak to peers, the way we vote, and even the way we buy groceries.

An expert in the fields of influence and persuasion with over 35 years of research behind him, Cialdini shows readers how to use skills of persuasion and how to spot influence tactics being used on them.

This book is written using everyday examples and layman’s terms—readers will learn and understand the intricate details of the psychology behind the word “yes” without needing a background in the field.

Influence teaches readers about causal relationships like commitment and consistency, as well as methods of influence like social proof and deference to authority. This eye-opening nonfiction read, full of stories to drive each point home, will be a boon for readers in their quests for personal and professional success.

Издатель:
Издано:
Jun 2, 2009
ISBN:
9780061899874
Формат:
Книге

Также доступно как...

АудиокнигаКраткое содержание

Об авторе

Robert Cialdini is recognized worldwide for his inspired field research on the psychology of influence. He is a New York Times bestselling author. His books, including Influence, have sold more than three million copies in thirty-three languages. Dr. Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University and the president and CEO of Influence at Work, an international company that provides keynotes and influence training on how to use the lessons in Dr. Cialdini’s books ethically and effectively.


Связано с Influence

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Обзоры

Что люди думают о Influence

4.4
655 оценки / 37 Обзоры
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Отзывы критиков

  • In this hyperconnected age, it's more important than ever to understand the principles of influence at work all around us. Whether you're building a personal brand or selling a product, become an influencer in your space using the principles laid out in Cialdini's classic.

    Scribd Editors
  • The classic book on psychology that will help your sales. Learn how the six principles of persuasion influence everything, from our grocery purchases to our political practices. Though the principles are simple, Robert Cialdini shows the complexity of their use.

    Scribd Editors

Отзывы читателей

  • (5/5)
    An excellent book that every (business) leader should read.This book can explain very clearly about influence with many examples and also how to prevent to be influenced in ways that we don't want.
  • (5/5)
    An excellent book that every (business) leader should read. Particularly if these concepts are not innate knowledge and practices for said business leaders. Recommended.
  • (5/5)
    Great one highly recommended yeees this is awesome check
  • (5/5)
    This is an essential read for everyone! No matter what time and age!
  • (5/5)
    Clear insights on human behavior to not only leverage as a marketer, but to also save my life... Awesome read
  • (5/5)
    Powerful, insightful book on marketing from the perspective of the buyer. As an author, I had difficulty trying to identify my core readership. This book helped and I discovered my most-devoted fans were not the demographic I had imagined. This book delivers practical techniques and tips on identifying and reaching your buyers (readers).
  • (5/5)
    Good book. Good book. Very Good book and good book
  • (4/5)
    Amazing book for whom wants to understand and master science of influence. I just read it and I am sure I will read it couple of times. Great book.
  • (5/5)

    1 person found this helpful

    Amazing. Tons of real life situations. A great way to improve awareness of all the influence tactics being used on us daily.

    1 person found this helpful

  • (4/5)

    1 person found this helpful

    A good book that synthesizes a lot of the latest in brain science related to persuasion into one easy-to-read book. Because it is not about brain science directly there are more in depth books that might give more background that would be helpful, but if one is willing to just accept the science this book is good. Recommended.

    1 person found this helpful

  • (5/5)
    A Must Read for every thinker.
  • (4/5)
    Good read for many people.
  • (5/5)

    1 person found this helpful

    If you want to know about the influences that are constantly present around you, this is the book to read.

    1 person found this helpful

  • (5/5)
    Great information in this book.
  • (4/5)
    Very insightful.
  • (4/5)
    Some of the contemporary examples and references are a bit dated (such as the "click-whirr" of tape players), but the information is fascinating and useful. This book is simple to read and should be of great interest to anyone who doesn't want to be conned, swindled, finagled, cheated, misled, or otherwise tricked into loss of life, liberty, or property at the hands of unscrupulous merchants, politicians, or anyone else.
  • (2/5)

    2 people found this helpful

    While the book is well-researched, Cialdini has no concept of brevity. To pad the content of the book, he bludgeons with repetition. I suggest skimming rather than reading.

    2 people found this helpful

  • (5/5)

    2 people found this helpful

    This book shows us our weaknesses and how we can and will be exploited. Also many good interesting examples and solutions.

    2 people found this helpful

  • (5/5)

    4 people found this helpful

    Author Cialdini began the research that would lead to this book when he got tired of being taken advantage of. He’s not unintelligent, yet he would find himself talked into buying things he didn’t want at all. What was happening? It turns out that there are some basic ways that humans are influenced, and most people follow them without questioning. Some are just the easy way to deal with situations, while some actually create discomfort when one refuses to follow the social conventions. Cialdini breaks it all down into six methods of getting people to do things the way the user wants them to: reciprocation- if someone does something for you, no matter how small, you must then do what they want you to do, hence all those charities that send you return address labels; commitment and consistency-if they can get you to establish yourself as something, say, someone who likes to go out to dinner by asking you about your habits in a survey, then ask you to buy a coupon book for dining out, you are more apt to buy the thing rather than risk the image built in the survey; social proof- if other people think a certain way, so should you- the canned laughter on sitcoms is the most common use of this; liking- this comes into play in ploys like Tupperware parties, where because the person benefiting is your friend you feel you *have* to buy something, it is brought into play by having the seller be someone attractive and dress like and have similar values to you; authority- 9 out of 10 doctors recommend this drug!; and scarcity- hurry, only 10 left! -or limited edition items. We’ve all seen these ploys; we’ve all fallen prey to them. The author gives a few suggestions as to how to prevent yourself from doing so in the future. Basically it comes down to being willing to break social rules, like the one of reciprocity. One must remember to think about every interaction where someone wants something from you, rather than running on auto pilot. It’s an interesting book. Not only does Cialdini have a lot of studies to back up his thesis, but he’s an entertaining writer.

    4 people found this helpful

  • (5/5)

    1 person found this helpful

    knowledge is the best Ammo. I mainly read this book because I'm interested in opening my own business. and to be involved the "ethical marketing ". valuble information indeed can be found here.

    1 person found this helpful

  • (5/5)

    1 person found this helpful

    A fantastic book about behavioural psychology and the techniques involved in persuasion and compliance.

    1 person found this helpful

  • (5/5)

    1 person found this helpful

    An amazing read....a bit slow at the start so do persist....it's totally worth it!

    1 person found this helpful

  • (5/5)

    1 person found this helpful

    This book can explain very clearly about influence with many examples and also how to prevent to be influenced in ways that we dont want.

    1 person found this helpful

  • (5/5)
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  • (5/5)

    2 people found this helpful

    You're an individual, right? You have your own thoughts, your own opinion, right? Wrong.... Read this book, and you'll know why. An eye-opener about persuasion, business trick and generally about why we say yes when we don't even want...

    2 people found this helpful

  • (5/5)

    1 person found this helpful

    Very interesting in psychology perspective with quite some "aha" experiences. Recommended reading for sure.

    1 person found this helpful

  • (4/5)

    1 person found this helpful

    The stories are similar to sitting in a class from Dr. Cialdini at Arizona State. This should be required required for any consumer approaching the world ... bottom line is that the "persuaders" have read all of the tool books!

    1 person found this helpful

  • (4/5)

    1 person found this helpful

    I thought this book was very interesting and informative. I loved the research examples. I thought the parts about how to say no were less important. We are all influenced by various degrees in all our decisions. He made it seem like sometimes salespeople were "bad" people in that they take away our free will.

    1 person found this helpful

  • (4/5)

    1 person found this helpful

    A good review of literature in easy to read format. A must for sales and marketing folks looking to dig deeper. However most of the research comes from college students in the USA so it may be more narrow than indicated. Great way to be on the lookout for manipulation as well.

    1 person found this helpful

  • (5/5)
    Author Cialdini began the research that would lead to this book when he got tired of being taken advantage of. He’s not unintelligent, yet he would find himself talked into buying things he didn’t want at all. What was happening? It turns out that there are some basic ways that humans are influenced, and most people follow them without questioning. Some are just the easy way to deal with situations, while some actually create discomfort when one refuses to follow the social conventions. Cialdini breaks it all down into six methods of getting people to do things the way the user wants them to: reciprocation- if someone does something for you, no matter how small, you must then do what they want you to do, hence all those charities that send you return address labels; commitment and consistency-if they can get you to establish yourself as something, say, someone who likes to go out to dinner by asking you about your habits in a survey, then ask you to buy a coupon book for dining out, you are more apt to buy the thing rather than risk the image built in the survey; social proof- if other people think a certain way, so should you- the canned laughter on sitcoms is the most common use of this; liking- this comes into play in ploys like Tupperware parties, where because the person benefiting is your friend you feel you *have* to buy something, it is brought into play by having the seller be someone attractive and dress like and have similar values to you; authority- 9 out of 10 doctors recommend this drug!; and scarcity- hurry, only 10 left! -or limited edition items. We’ve all seen these ploys; we’ve all fallen prey to them. The author gives a few suggestions as to how to prevent yourself from doing so in the future. Basically it comes down to being willing to break social rules, like the one of reciprocity. One must remember to think about every interaction where someone wants something from you, rather than running on auto pilot. It’s an interesting book. Not only does Cialdini have a lot of studies to back up his thesis, but he’s an entertaining writer.