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Influence: The Psychology of Persuasion, Revised Edition by Robert B. Cialdini | Summary Book Guide
This is a quick summary guide to Influence , by Robert B. Cialdini. You are encouraged to check out the full version of the book if you haven’t already done so. This guide is designed to enhance your reading experience by providing a quick reference to the main concepts and key ideas. Inside you will
This guide is a summary to Influence, by Robert B. Cialdini for education, reference and to add to the reading experience with supportive concepts from other great thinkers.
This guide is a summary to Influence, by Robert B. Cialdini for education, reference and to add to the reading experience with supportive concepts from other great thinkers.
18 pages, Kindle Edition
First published October 6, 2015
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Displaying 1 - 2 of 2 reviews
November 5, 2023
This is the classic text on the psychology of persuasion.
“One aspect of what I learned in this three-year period of participant observation was most instructive. Although there are thousands of different tactics that compliance practitioners employ to produce yes, the majority fall within six basic categories. Each of these categories is governed by a fundamental psychological principle that directs human behavior and, in so doing, gives the tactics their power. The book is organized around these six principles, one to a chapter. The principles—consistency, reciprocation, social proof, authority, liking, and scarcity—are each discussed in terms of their function in the society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes, assent, etc. …
Each principle is examined as to its ability to produce a distinct kind of automatic, mindless compliance from people, that is, a willingness to say yes without thinking first. The evidence suggests that the ever-accelerating pace and informational crush of modern life will make this particular form of unthinking compliance more and more prevalent in the future. It will be increasingly important for the society, therefore, to understand the how and why of automatic influence.”
~ Robert B. Cialdini from Influence
This is the classic text on the psychology of persuasion.
Robert Cialdini is a professor of both psychology and marketing at Arizona State University.
In addition to decades of lab experiments, Robert also spent three years in “participant observation”—aka embedding himself as a sort of spy in various organizations to learn the tricks of their trade. He tried everything from selling cars and vacuums to becoming a bus boy at a restaurant so he could learn how waiters do their thing.
The book is simultaneously kind of a consumer protection guide (how not to be duped) AND a manual for marketers (how to sell your stuff!). :0 (Get a copy here.)
It’s packed with fascinating research and stories. I hope you enjoy!
Some of my favorite big ideas from this book include:
1. Know Thy Triggers - One thru six.
2. Influence Yourself - Get your foot in the door.
3. Commitment - Write it. Share it. (WOOP it!)
4. Shocking Truth - Meet Professor Milgram.
5. Stand Up - And push back. Exert your influence.
I’ve summarized those Big Ideas in a video review that you can watch here: https://youtu.be/FEawAFi3Nn0?si=jMI1w...
I’ve also added Influence by Robert Cialdini, PhD to my collection of Philosopher’s Notes--distilling the Big Ideas into 6-page PDF and 20-minute MP3s on 600+ of the BEST self-development books ever. You can get access to all of those plus a TON more over at https://heroic.us.
“One aspect of what I learned in this three-year period of participant observation was most instructive. Although there are thousands of different tactics that compliance practitioners employ to produce yes, the majority fall within six basic categories. Each of these categories is governed by a fundamental psychological principle that directs human behavior and, in so doing, gives the tactics their power. The book is organized around these six principles, one to a chapter. The principles—consistency, reciprocation, social proof, authority, liking, and scarcity—are each discussed in terms of their function in the society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes, assent, etc. …
Each principle is examined as to its ability to produce a distinct kind of automatic, mindless compliance from people, that is, a willingness to say yes without thinking first. The evidence suggests that the ever-accelerating pace and informational crush of modern life will make this particular form of unthinking compliance more and more prevalent in the future. It will be increasingly important for the society, therefore, to understand the how and why of automatic influence.”
~ Robert B. Cialdini from Influence
This is the classic text on the psychology of persuasion.
Robert Cialdini is a professor of both psychology and marketing at Arizona State University.
In addition to decades of lab experiments, Robert also spent three years in “participant observation”—aka embedding himself as a sort of spy in various organizations to learn the tricks of their trade. He tried everything from selling cars and vacuums to becoming a bus boy at a restaurant so he could learn how waiters do their thing.
The book is simultaneously kind of a consumer protection guide (how not to be duped) AND a manual for marketers (how to sell your stuff!). :0 (Get a copy here.)
It’s packed with fascinating research and stories. I hope you enjoy!
Some of my favorite big ideas from this book include:
1. Know Thy Triggers - One thru six.
2. Influence Yourself - Get your foot in the door.
3. Commitment - Write it. Share it. (WOOP it!)
4. Shocking Truth - Meet Professor Milgram.
5. Stand Up - And push back. Exert your influence.
I’ve summarized those Big Ideas in a video review that you can watch here: https://youtu.be/FEawAFi3Nn0?si=jMI1w...
I’ve also added Influence by Robert Cialdini, PhD to my collection of Philosopher’s Notes--distilling the Big Ideas into 6-page PDF and 20-minute MP3s on 600+ of the BEST self-development books ever. You can get access to all of those plus a TON more over at https://heroic.us.
July 5, 2016
It turns out we are all pretty basic creatures with very basic automated reactions to situations.
This is a great read for anyone interested in how psychology is regularly used in marketing and business.
This is a great read for anyone interested in how psychology is regularly used in marketing and business.
Displaying 1 - 2 of 2 reviews