Influence: Science and Practice: Difference between revisions

Revision as of 05:32, 19 February 2023

Revision as of 01:25, 2 May 2023

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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>{{Cite book |last=Cialdini |first=Robert B. |url=https://www.worldcat.org/oclc/43607370 |title=Influence : science and practice |date=2001 |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>

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