Influence: Science and Practice

by Robert Cialdini

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 reciprocation, consistency, social proof, liking, authority, and scarcity.

548 pages, Kindle Edition

Published September 19, 2022

Reviews

[Angel · Rating 5 out of 5]

One of the best books on serious research on the field of psychology and compliance. Not easy to apply but definitely useful when properly implemented.