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Influence: The Psychology of Persuasion (Collins Business Essentials) by [Robert B. Cialdini PhD]

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Influence: The Psychology of Persuasion (Collins Business Essentials) Revised Edition, Kindle Edition

4.4 out of 5 stars 7,417 ratings

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Amazon.com Review

Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended. --This text refers to an alternate kindle_edition edition.

Excerpt. © Reprinted by permission. All rights reserved.

One of the reasons reciprocation can be used so effectively as a device for gaining another's compliance is its power. The rule possesses awesome strength, often producing a "yes" response to a request that, except for an existing feeling of indebtedness, would have surely been refused. Some evidence of how the rule's force can overpower the influence of other factors that normally determine whether a request will be complied with can be seen in a second result of the Regan study, Besides his interest in the impact of the reciprocate rule on compliance Regan was also interested in how liking for person affects the tendency to comply with that person's request. To measure how liking toward how affected the subjects' decisions to buy his raffle tickets, Regan had them fill out several rating scales indicating how much they liked Joe. He then compared their liking responses with the number of tickets they had purchased from Joe. There was significant tendency for subjects to by more raffle tickets from Hoe the more they liked him. But this alone is hardly a startling finding. Most of us would have guessed that people are more willing to do a favor for someone they like.

The interesting thing about the Regan experiment, however, is that the relationship between liking and compliance was completely wiped out in the condition under which subjects had been given a Coke by Joe. For those who owed him a favor, it made no difference whether they liked him or not; they felt a sense of obligation to repay him, and they did. The subjects in that condition who indicated that they disliked Joe bought just as many of his tickets as did those who indicated that they liked him. The rule for reciprocity was so strong that it simply overwhelmed the influence of a factor - liking for the requester - that normally affects the decision to comply.

--This text refers to an alternate kindle_edition edition.

Product details

  • ASIN : B002BD2UUC
  • Publisher : HarperCollins e-books; Revised edition (28 May 2009)
  • Language : English
  • File size : 1997 KB
  • Text-to-Speech : Enabled
  • Enhanced typesetting : Enabled
  • X-Ray : Not Enabled
  • Word Wise : Enabled
  • Print length : 334 pages
  • Customer Reviews:
    4.4 out of 5 stars 7,417 ratings

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4.4 out of 5 stars
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Reviewed in India on 23 January 2018
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Reviewed in India on 11 July 2018
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Reviewed in India on 6 July 2017
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Reviewed in India on 26 June 2019
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Reviewed in India on 13 September 2019
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Reviewed in India on 30 November 2020
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2.0 out of 5 stars PIRATED COPY
By Ishan Jain on 30 November 2020
The book was offered at a steep discount often luring the customers to fall for the trap and selling a pirated copy of the book. Poor Print and page quality. More than the amazon, the seller is responsible for selling such illegitimate products and Amazon for not verifying the authenticity of the products sold on their platform. Really disappointed!!
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Reviewed in India on 18 July 2020
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Reviewed in India on 30 May 2020
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1.0 out of 5 stars Not worth the price.
By Gaurav Kumar Srivastav on 30 May 2020
Such an interesting and useful topic with very practical knowledge which can be applied to our day to day life,but very poorly written...I am not able to finish even 50 pages. Finally I read the book review online.I wont suggest anyone to buy this book,better read its review online...apart from that poor paper quality and very small fonts.Not worth of its price.
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Stiven Skyrah
5.0 out of 5 stars If you haven't read it, then you should.
Reviewed in the United Kingdom on 3 March 2018
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jay321
3.0 out of 5 stars Not persuasively good
Reviewed in the United Kingdom on 1 June 2018
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Sue Cartwright
5.0 out of 5 stars An invaluable series of lessons to be learned about self awareness
Reviewed in the United Kingdom on 12 November 2018
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Jeremy Prior
3.0 out of 5 stars Hard going
Reviewed in the United Kingdom on 28 May 2014
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Daniel Davinci
5.0 out of 5 stars Great for Sales!
Reviewed in the United Kingdom on 14 December 2018
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4 people found this helpful
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