• Influence

  • Science and Practice, ePub, 5th Edition
  • By: Robert B. Cialdini
  • Narrated by: Lloyd James
  • Length: 12 hrs and 26 mins
  • Unabridged Audiobook
  • Release date: 28-08-14
  • Language: English
  • Publisher: Dr. Robert Cialdini
  • 4.5 out of 5 stars 4.6 (382 ratings)

Editor reviews

Understanding our psychology is made easy with the fascinating audiobook Influence: Science and Practice, written by well-known author and Professor of Psychology Robert B. Cialdini and narrated by Lloyd James. In complete and unabridged 5th Edition, this book is an intriguing look at why people say ‘yes’ and what makes us vulnerable to other’s requests. Hear the six psychological categories that lead us to be persuaded. Written in prose, this book is easy to read with the information memorable. It is the perfect tool for training in sales and marketing roles. Available now from Audible.
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Summary

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 listener 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.
©2001 Robert Cialdini (P)2012 Robert Cialdini
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Regular price: £23.49

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Customer Reviews

Most Helpful
3 out of 5 stars
By C. Saba on 12-02-15

Interesting but flaws in recording

Liked the book and the content. Some of the stories seem to labour the points. There were a couple of instances in the recording where it would repeat itself.

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6 of 6 people found this review helpful

3 out of 5 stars
By SII WOM on 19-03-16

Good but long & repetitive

If there's an abridged version, listen to that. If you like drawn out explanations, reinforced argument - listen to this.

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3 of 3 people found this review helpful

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Customer Reviews

Most Helpful
5 out of 5 stars
By Dubito Ergo Sum on 18-02-15

This book will change the way you see the world.

Would you listen to Influence again? Why?

Yes! The psychological features explored and exposed by Cialdini run far deeper than I first realized. While most of the material can trigger the "thats common sense I already knew that response", it becomes surreal when you start recognizing these features in yourself and your environment (part of the book even covers the "I already knew that" reaction)

What was one of the most memorable moments of Influence?

When social psychologist Leon Festinger infiltrated the "seekers" doomsday cult in the 1950's to observe their reactions when the world didn't end as predicted.

Which scene was your favorite?

The author describing how he himself succumbed to a very persuasive saleswoman.

Did you have an extreme reaction to this book? Did it make you laugh or cry?

I was shocked to realize the same psychology that underpins why sitcom laugh tracks work is the same as what reinforces religious belief through proselytizing.

Any additional comments?

This book will seem benign and trivial to the faint of heart and mind..... to those with the courage to see the psychology in themselves first and then in others will.... "see the matrix". It runs a lot deeper than first glance affords.

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34 of 35 people found this review helpful

5 out of 5 stars
By Woodgies on 30-04-15

Great content silly audio book errors

Great book. Odd avoidable errors with the editing, repeated content (wait they just read that) and "insert next CD (what???). Cheap publishing moves, corners cut.

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41 of 43 people found this review helpful

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