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.
- ISBN10 0321011473
- ISBN13 9780321011473
- Publish Date 3 August 2000 (first published 28 December 1992)
- Publish Status Out of Print
- Out of Print 15 February 2017
- Publish Country US
- Imprint Pearson
- Edition 4th edition
- Format Paperback
- Pages 262
- Language English