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influence: The Psychology of Persuasion (Collins Business Essentials) Paperback – 26 Dec 2006

4.5 out of 5 stars 105 customer reviews

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Product Description

Review

For markters, this book is among the most important books written in the last ten years. (Journal of Mariketing Research)

Influence should be required reading for all business majors. (Journal of Retailing)

This book will strike chords deep in the hearts and psyches of all of us. (Best Sellers Magazine)

The material in Cialdini’s Influence is a proverbial gold mine. (Journal of Social and Clinical Psychology)

About the Author

About the Author: Dr. Robert B. Cialdini is an American psychologist, professor and writer with expertise in the areas of persuasion, compliance and negotiation. Sometimes referred to as the Godfather of Influence, Robert B. Cialdini is one of the most cited and respected social psychologists worldwide. He is also the founder and president of Influence At Work, a strategic planning and consulting organization aimed at assisting companies in increasing their performance. Dr. Cialdini's clientele includes organizations like Google, Microsoft, Cisco Systems, Bayer, Coca Cola, KPMG, AstraZeneca, Ericsson, Kodak, Merrill Lynch, Nationwide Insurance, Pfizer, AAA amongst many others.

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Product details

  • Paperback: 336 pages
  • Publisher: Harper Business; Revised ed. edition (26 December 2006)
  • Language: English
  • ISBN-10: 006124189X
  • ISBN-13: 978-0061241895
  • Product Dimensions: 13.5 x 2.1 x 20.3 cm
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (105 customer reviews)
  • Amazon Bestsellers Rank: #640 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Paperback
This book is a 'must read' for all. It makes us aware of how
market forces often seduce us into buying things. From this book, we
can also learn how to convince others of our ideas.

I had never thought that companies often advertise their certain
products and then short-supply them. As a result, we often go to
shops and buy something else of the same company. And then,
eventually, after a few days, we end up buying that product which
is often advertised. Thus, the companies sell more stuff and make
more profit!

I remember the case of Cadbury Bubbly, a big choco-
late. They began advertising it on TV. I went to at least 15 shops to
buy it for my son who demanded it almost everyday. The newly launched
chocolate was not available in any store,
Eventually, I bought two chocolate bars instead of one to make him happy and
promised him to buy Bubbly as and when it would become available.
And, yes, I did buy the much advertised Bubbly later. Thus, instead
of one, I ended up buying three chocolate bars!

I have also been a victim of 'lowballing' method. Once, I went to a goldsmith
to get a gold ornament made. He gave an estimate of Rs. 32,000/--.
I and other family members were happy that the ornament would be
made at a good price. After it was ready, the man said the cost of
making turned out to be high and now we would l have to shell out
Rs. 38,000/--. By that time, we had started liking the design of the
ornament so much that we happily paid the higher amount without
any complaint!
Read more ›
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Format: Paperback Verified Purchase
It has a good set of information presented in an easily understandable format. It serves two purpose, firstly it creates an awareness to the readers on how they were taken for a ride in the past, which was not clear to them earlier and teaches them to conscious in the future. Secondly how one can use the techniques to Influence other people effectively. I sincerely wish this book is used only by integrous people and NOT con-men.
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Format: Kindle Edition Verified Purchase
A very enjoyable read where Dr. Cialdini cites lots of stories and examples to drive home the various aspects of influence which people might use to their profit at our expense. In the vein of the Tim Hartford or Malcolm Gladwell series of books, this work contains little nuggets which present daily experiences in a different light with many 'Aha!' moments throughout. Though not very revelatory for the seasoned sales and marketing professionals, who no doubt are aware of many of the subtle tricks mentioned here, it is worth a read for the rest of us who can be on our guard next time a smooth talking salesman or politician tries to Influence us.

P.S. The language used is a bit academic in nature, but nothing so bad that you'll need to keep referring to a thesaurus.
P.P.S. The references provided after the epilogue are worth a read by themselves.
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In order to survive in world we must be good with the people. With the growing compitation and ever expanding market & new things coming we have to understand the nature of influence which is a force which people's person to take particular action or act in certain way. This book is a product of years of research condensed and segregated these laws into 7 categories.. Which are discussed in detail. If you read this & understand you will not fall prey to how people want to act. You can avoid getting trapped.
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Format: Paperback Verified Purchase
A must have book for all the book enthusiasts out there.
Prompt delivery by Amazon and the quality of book is also top notch. I would insist amazon to include bookmarks with all the orders of books made from their site.
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Format: Kindle Edition
This is by far the best non-fiction book I have read till date and also re-read atleast 10 times to assilimilate the wealth of behavioral insights in this book. Must read for everyone from all walks of life.
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Scientific look at how we exploit/get exploited - Influence - Compliance - Behavior Change. "Professionals" routinely manipulate our vulnerabilities, this book arms us to be Assertive; to recognize the basic tactics used - How to say NO and safeguard our Interests.
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Its best book on the subject. Author explained each and everything abt the subject. Pleasure to read this book. Book printing is not good. Also small size letters. But contentwise its a great book. Must buy.
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