Robert B. Cialdini's Influence is praised for its compelling insights into persuasion, offering practical applications and engaging anecdotes. However, some reviews note a repetitive nature and a reliance on dated research. Overall, it is considered a valuable read for those interested in psychology and marketing, despite occasional verbosity.

Readers who enjoy psychological insights and persuasion techniques will find Influence captivating. Comparable to Daniel Kahneman's Thinking, Fast and Slow or Malcolm Gladwell's Outliers, this book appeals to those interested in behavioral science, marketing, and social psychology.

In Influence, Robert B. Cialdini examines the psychology of persuasion, outlining seven key methods referred to as "levers of influence" that can be used to gain compliance. These include reciprocation, liking, social proof, authority, scarcity, commitment and consistency, and unity. Each lever is explored in detail, demonstrating its application and effectiveness in compelling individuals to agree to requests. The book also discusses the impact of these methods in the digital age, providing insights and strategies to recognize and counteract manipulative tactics. Chapter 4 contains a discussion of the People’s Temple mass suicide, and Chapter 8 describes the execution of prisoners in a World War II Nazi concentration camp, along with a brief discussion of hazing rituals.

Informative / Challenging / Inspirational

- Influence has been translated into over 30 languages, showcasing its global impact and relevance in understanding persuasion.
- Robert B. Cialdini, the author of Influence, conducted three years of undercover research posing as a salesperson and advertiser to gather insights for the book.
- The book is widely used in marketing and psychology courses, illustrating its academic influence and practical application in understanding persuasive techniques.

Robert B. Cialdini

Adult

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Guide

Study Guide

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Overview

Get ready to explore Influence: The Psychology of Persuasion and its meaning. Our full analysis and study guide provides an even deeper dive with character analysis and quotes explained to help you discover the complexity and beauty of this book.

Influence: The Psychology of Persuasion Summary and Study Guide

Background

Influence: The Psychology of Persuasion Background

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Chapter Summaries & Analyses

Chapter 1 Influence: The Psychology of Persuasion Chapter 1 Summary & Analysis

Chapter 2 Influence: The Psychology of Persuasion Chapter 2 Summary & Analysis

Chapter 3 Influence: The Psychology of Persuasion Chapter 3 Summary & Analysis

Chapter 4 Influence: The Psychology of Persuasion Chapter 4 Summary & Analysis

Chapter 5 Influence: The Psychology of Persuasion Chapter 5  Summary & Analysis

Chapter 6 Influence: The Psychology of Persuasion Chapter 6 Summary & Analysis

Chapter 7 Influence: The Psychology of Persuasion Chapter 7 Summary & Analysis

Chapter 8 Influence: The Psychology of Persuasion Chapter 8 Summary & Analysis

Chapter 9 Influence: The Psychology of Persuasion Chapter 9 Summary & Analysis

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Key Figures

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Themes

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Index of Terms

Influence: The Psychology of Persuasion Index of Terms

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Important Quotes

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Essay Topics

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Influence: The Psychology of Persuasion

Before You Read

Reviews & Readership

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Who Should Read Influence?

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Book Details