This title is not currently available for purchase
Kindle app logo image

Download the free Kindle app and start reading Kindle books instantly on your smartphone, tablet or computer – no Kindle device required. Learn more

Read instantly on your browser with Kindle for Web.

Using your mobile phone camera, scan the code below and download the Kindle app.

QR code to download the Kindle App

Influence: The Psychology of Persuasion (Collins Business Essentials) by [Robert B. Cialdini PhD]

Follow the Author

Something went wrong. Please try your request again later.

Influence: The Psychology of Persuasion (Collins Business Essentials) Revised Edition, Kindle Edition

4.4 out of 5 stars 10,460 ratings

Price
New from

There is a newer version of this item:


Kindle eTextbook Store
Visit Kindle eTextbook store to find higher education books for engineering, medical, business & finance, law, journalism, humanities and many more See More
Next 5 for you in this series See full series
Total Kindle Price ₹2,492.48 inclusive of all taxes
Sold by: Amazon Asia-Pacific Holdings Private Limited

Books in this series: (14 books)

Product description

Amazon.com Review

Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended. --This text refers to an alternate kindle_edition edition.

Excerpt. © Reprinted by permission. All rights reserved.

One of the reasons reciprocation can be used so effectively as a device for gaining another's compliance is its power. The rule possesses awesome strength, often producing a "yes" response to a request that, except for an existing feeling of indebtedness, would have surely been refused. Some evidence of how the rule's force can overpower the influence of other factors that normally determine whether a request will be complied with can be seen in a second result of the Regan study, Besides his interest in the impact of the reciprocate rule on compliance Regan was also interested in how liking for person affects the tendency to comply with that person's request. To measure how liking toward how affected the subjects' decisions to buy his raffle tickets, Regan had them fill out several rating scales indicating how much they liked Joe. He then compared their liking responses with the number of tickets they had purchased from Joe. There was significant tendency for subjects to by more raffle tickets from Hoe the more they liked him. But this alone is hardly a startling finding. Most of us would have guessed that people are more willing to do a favor for someone they like.

The interesting thing about the Regan experiment, however, is that the relationship between liking and compliance was completely wiped out in the condition under which subjects had been given a Coke by Joe. For those who owed him a favor, it made no difference whether they liked him or not; they felt a sense of obligation to repay him, and they did. The subjects in that condition who indicated that they disliked Joe bought just as many of his tickets as did those who indicated that they liked him. The rule for reciprocity was so strong that it simply overwhelmed the influence of a factor - liking for the requester - that normally affects the decision to comply.

--This text refers to an alternate kindle_edition edition.

Product details

  • ASIN ‏ : ‎ B002BD2UUC
  • Publisher ‏ : ‎ HarperCollins e-books; Revised edition (28 May 2009)
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 1997 KB
  • Text-to-Speech ‏ : ‎ Enabled
  • Screen Reader ‏ : ‎ Supported
  • Enhanced typesetting ‏ : ‎ Enabled
  • X-Ray ‏ : ‎ Not Enabled
  • Word Wise ‏ : ‎ Enabled
  • Print length ‏ : ‎ 334 pages
  • Customer Reviews:
    4.4 out of 5 stars 10,460 ratings

About the author

Follow authors to get new release updates, plus improved recommendations.
Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

Dr. Robert Cialdini, thought leader in the field of Influence, has spent his entire career conducting, testing, analyzing, and publishing peer-reviewed scientific research on what causes people to say “Yes” to requests. The results of his research, his ensuing articles, and his New York Times bestselling books have earned him an acclaimed reputation as a respected scientist and engaging storyteller.

Robert Cialdini’s books, including his New York Times Bestselling Influence and Pre-Suasion, have sold more than seven-million copies in 44 different languages.

Dr. Cialdini is known globally as the foundational expert in the science of influence and how to apply it ethically in business. His Principles of Persuasion have become a cornerstone for any organization serious about effectively increasing their influence. As a keynote speaker, Dr. Cialdini has earned a world-wide reputation for his ability to translate the science through valuable and memorable stories. These on-stage stories are both dramatic and indelible leading to long-term applications. Because of all of this, he is frequently regarded as “The Godfather of Influence”.

Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. Dr. Cialdini received his PhD from University of North Carolina and post doctoral training from Columbia University. He holds honorary doctoral degrees (Doctor Honoris Causa) from Georgetown University, University of Social Sciences and Humanities in Wroclaw, Poland and University of Basil in Switzerland. 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.

Dr. Cialdini is known globally as the foundational expert in the science of influence and how to apply it ethically in business. His Principles of Persuasion have become a cornerstone for any organization serious about effectively and ethically increasing their influence.

In acknowledgement of his outstanding research achievements and important contributions to world knowledge , Dr. Cialdini has been elected to the American Academy of Arts & Sciences and the National Academy of Sciences.

As a keynote speaker, Dr. Cialdini has earned a world-wide reputation for his ability to translate the science through valuable and memorable stories. These on-stage stories are both dramatic and indelible leading to long-term applications.

Because of all of this, Robert Cialdini is frequently regarded as “The Godfather of Influence”.

Customer reviews

4.4 out of 5 stars
4.4 out of 5
10,460 global ratings

Top reviews from India

Reviewed in India 🇮🇳 on 3 November 2022
Verified Purchase
Reviewed in India 🇮🇳 on 18 July 2022
Verified Purchase
Customer image
5.0 out of 5 stars I really loved the packaging of the book.
Reviewed in India 🇮🇳 on 18 July 2022
Images in this review
Customer image Customer image
Customer imageCustomer image
Reviewed in India 🇮🇳 on 6 September 2021
Verified Purchase
Reviewed in India 🇮🇳 on 13 September 2019
Verified Purchase
2 people found this helpful
Report abuse
Reviewed in India 🇮🇳 on 26 November 2021
Verified Purchase
One person found this helpful
Report abuse
Reviewed in India 🇮🇳 on 20 August 2020
Verified Purchase
Reviewed in India 🇮🇳 on 7 July 2016
Verified Purchase
One person found this helpful
Report abuse
Reviewed in India 🇮🇳 on 9 May 2021
Verified Purchase

Top reviews from other countries

Stiven Skyrah
5.0 out of 5 stars If you haven't read it, then you should.
Reviewed in the United Kingdom 🇬🇧 on 3 March 2018
Verified Purchase
120 people found this helpful
Report abuse
jay321
3.0 out of 5 stars Not persuasively good
Reviewed in the United Kingdom 🇬🇧 on 1 June 2018
Verified Purchase
63 people found this helpful
Report abuse
Jeremy Prior
3.0 out of 5 stars Hard going
Reviewed in the United Kingdom 🇬🇧 on 28 May 2014
Verified Purchase
32 people found this helpful
Report abuse
Luke It Or Not
4.0 out of 5 stars Never trust a marketeer
Reviewed in the United Kingdom 🇬🇧 on 26 January 2016
Verified Purchase
5 people found this helpful
Report abuse
John G
5.0 out of 5 stars The Mother of All Persuasion Literature
Reviewed in the United Kingdom 🇬🇧 on 9 October 2011
Verified Purchase
One person found this helpful
Report abuse
Report an issue

Does this item contain inappropriate content?
Do you believe that this item violates a copyright?
Does this item contain quality or formatting issues?