Influence: Science and Practice

Price: $26.00 - $18.38
(as of Dec 07, 2025 23:28:29 UTC – Details)

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 reader 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.

Publisher ‏ : ‎ Allyn & Bacon
Publication date ‏ : ‎ January 1, 2001
Edition ‏ : ‎ Subsequent
Language ‏ : ‎ English
Print length ‏ : ‎ 262 pages
ISBN-10 ‏ : ‎ 0321011473
ISBN-13 ‏ : ‎ 978-0321011473
Item Weight ‏ : ‎ 12 ounces
Dimensions ‏ : ‎ 6 x 0.75 x 9 inches
Best Sellers Rank: #466,995 in Books (See Top 100 in Books) #343 in Medical Applied Psychology #397 in Popular Applied Psychology #438 in Psychology (Books)
Customer Reviews: 4.4 4.4 out of 5 stars (208) var dpAcrHasRegisteredArcLinkClickAction; P.when(‘A’, ‘ready’).execute(function(A) { if (dpAcrHasRegisteredArcLinkClickAction !== true) { dpAcrHasRegisteredArcLinkClickAction = true; A.declarative( ‘acrLink-click-metrics’, ‘click’, { “allowLinkDefault”: true }, function (event) { if (window.ue) { ue.count(“acrLinkClickCount”, (ue.count(“acrLinkClickCount”) || 0) + 1); } } ); } }); P.when(‘A’, ‘cf’).execute(function(A) { A.declarative(‘acrStarsLink-click-metrics’, ‘click’, { “allowLinkDefault” : true }, function(event){ if(window.ue) { ue.count(“acrStarsLinkWithPopoverClickCount”, (ue.count(“acrStarsLinkWithPopoverClickCount”) || 0) + 1); } }); });