Influence: Science and Practice: Difference between revisions

Revision as of 05:18, 21 January 2016

Revision as of 03:38, 6 May 2016

Line 1:

{{italic title}}

'''''Influence: Science and Practice''''' (ISBN 0-321-18895-0) is a [[Psychologypsychology]] book from 2003<ref>{{cite web | url=http://libris.kb.se/bib/10125706 | title=LIBRIS Sökning: "Influence : science and practice / Robert B. Cialdini" | accessdate=June 13, 2012}}</ref> 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.

The findings in the book are backed up by numerous [[empirical]] studies conducted in the fields of [[Psychology]]psychology, [[Marketingmarketing]], [[Economicseconomics]], [[Anthropologyanthropology]] and [[Socialsocial Sciencescience]].

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

==Key Weaponsweapons of Influenceinfluence==

{{Empty section|date=July 2015}}

Line 17 ⟶ 18:

A variation on this theme is to ask for a particularly big favor. When this is turned down, a smaller favor is asked for. This is likely to be successful because a concession on one side (the down-scaling of the favor) will be reciprocated by a concession by the other party (agreement to the smaller favor).

Reciprocation is an application of [[Reciprocityreciprocity (social psychology)|reciprocity]].

==Commitment and consistency==

Line 54 ⟶ 55:

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

==References==

{{Reflist}}

==External links==

*[http://www.martialdevelopment.com/blog/comforts-of-mindless-consistency/ The Comforts of Mindless Consistency - A Case Study by Robert B. Cialdini]

==Resources==

{{Or|date=September 2007}}

==References==

{{Reflist}}

[[Category:Psychology books]]