Influence: Science and Practice by Robert Cialdini

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Download Influence: Science and Practice by Robert Cialdini free book pdf. Download link below.

The Book review: Influence: Science and Practice

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say 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.

From the book:

I got a phone call one day from a friend who had recently opened an Indian jewelry store in Arizona. She was giddy with a curious piece of news. Something fascinating had just happened, and she thought that, as a psychologist, I might be able to explain it to her. The story involved a certain allotment of turquoise jewelry she had been having trouble selling. It was the peak of the tourist season, the store was unusually full of customers, the turquoise pieces were of good quality for the prices she was asking; yet they had not sold. My friend had attempted a couple of standard sales tricks to get them moving. She tried calling attention to them by shifting their location to a more central display area; no luck. She even told her sales staff to “push” the items hard—again without success.

Download Influence: Science and Practice by Robert Cialdini free book pdf. Download link below.

About the Book

  • Book Name: Influence: Science and Practice
  • Author: Robert Cialdini
  • Genre: Psychology, Self-help
  • Language: English
  • File type: pdf
  • File size: 5 MB
  • Ratings:    4.19/5 (Goodreads.com)

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Download Influence: Science and Practice by Robert Cialdini free book pdf.

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