Influence: Science and Practice: Difference between revisions

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{{Short description|Psychology book by Robert Cialdini}}{{more citations needed|date=June 2022}}

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'''''Influence: Science and Practice''''' ({{ISBN|0-321-18895-0}}) is a [[psychology]] book examining the key ways people can be influenced by "Compliance Professionals". The book's author is [[Robert Cialdini|Robert B. Cialdini]], Professor of Psychology at Arizona State University.

The key premise of the book is that in a complex world where people are overloaded with more [[information]] than they can deal with, people fall back on a decision making approach based on generalizations. These generalizations develop because they allow people to usually act in a correct manner with a limited amount of thought and time. However, they can be exploited and effectively turned into weapons by those who know them to influence others to act certain ways.<ref>{{citationCite book |last=Cialdini |first=Robert B. |title=Influence : science and practice needed|date=December2001 2017|publisher=Allyn and Bacon |isbn=0-321-01147-3 |edition=4th |___location=Boston, MA |oclc=43607370}}</ref> A seventh lever on "unity" has been added to the most recent edition.<ref name=":0">{{cite web |author1=Robert Cialdini |author1-link=Robert Cialdini |title=Dr. Robert Cialdini's Seven Principles of Persuasion {{!}} IAW |url=https://www.influenceatwork.com/7-principles-of-persuasion/ |website=Influence at Work |access-date=18 May 2022}}</ref> To date, the book has sold over two million copies and been published in 25 different languages.<ref>{{Cite web |title=Goodreads |url=https://www.goodreads.com/book/show/2457866.Influence |access-date=2023-05-02 |website=Goodreads |language=en}}</ref><ref>{{Cite journal |last=Carrell |first=Bob |date=1986 |title=Review of Influence: Science and Practice |url=https://www.jstor.org/stable/4622112 |journal=Journal of Advertising |volume=15 |issue=3 |pages=57 |jstor=4622112 |issn=0091-3367}}</ref><ref>{{Cite journal |last=Boster |first=Franklin J. |date=August 1988 |title=INFLUENCE: SCIENCE AND PRACTICE (Book) |journal=[[Quarterly Journal of Speech]] |volume=74 |issue=3 |pages=363–366}}</ref>

The findings in the book are backed up by numerous [[empirical]] studies conducted in the fields of psychology, [[marketing]], [[economics]], [[anthropology]] and [[social science]].{{Citation needed|date=June 2023}}

The author also worked undercover in many [[compliance (psychology)|compliance]] fields such as car sales and door-to-door sales.

==Six Seven Principles of Influence ==

===Reciprocation===

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Items are also given a higher value when they were once in high supply but have now become scarce.

===Unity===

[[Category:Psychology books]]

People value being part of a team or group. Used in a negative way, it can create an "Us vs. Them" mentality. Used in a positive way, it can make people feel that they are part of a group in which everyone looks out for one another.

==References==

{{Reflist}}

[[Category:Books about persuasion]]