Influence: Science and Practice: Difference between revisions

Revision as of 20:14, 7 June 2017

Revision as of 17:41, 16 June 2017

Line 1:

{{italic title}}

'''''Influence: Science and Practice''''' ({{ISBN |0-321-18895-0}}) is a [[psychology]] 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.