Influence: Science and Practice: Difference between revisions

Revision as of 08:20, 19 April 2022

Revision as of 20:22, 18 May 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.{{citation needed|date=December 2017}} 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>

The findings in the book are backed up by numerous [[empirical]] studies conducted in the fields of psychology, [[marketing]], [[economics]], [[anthropology]] and [[social science]].

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

== Seven Principles of Influence<ref name=":0" /> ==

===Reciprocation===

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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]]