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Cover of Influence: The Psychology of Persuasion

Influence: The Psychology of Persuasion

Robert Cialdini

PsychologyBusiness & Strategy
Publish date
1983
Publisher
Pocket
Description
Robert Cialdini's Influence: The Psychology of Persuasion examines the underlying psychological mechanisms that lead people to comply with requests. The book outlines six core principles of persuasion: reciprocation, commitment and consistency, social proof, liking, authority, and scarcity. Drawing on experimental psychology and field research, it details how these principles are applied by marketers and compliance professionals, as well as how individuals can recognize and counter them. This text is designed for business professionals, communicators, and general readers interested in behavioral psychology and decision-making.
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Books cited in Influence: The Psychology of Persuasion

Suggested by AI, not verified against the full text. Check the original book before using them as a source.

  1. Obedience to Authority: An Experimental View

    Stanley Milgram

    Citation

    Cited extensively to demonstrate human deference to perceived authority figures.

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  2. A Theory of Cognitive Dissonance

    Leon Festinger

    Citation

    Provides the foundational theory for the chapter on commitment and consistency.

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  3. The Study of Instinct

    Nikolaas Tinbergen

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    Referenced regarding animal fixed-action patterns and automatic trigger features that parallel human compliance.

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  4. When Prophecy Fails

    Leon Festinger, Henry W. Riecken, and Stanley Schachter

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    Cited to illustrate how extreme commitment and social proof reinforce beliefs after disconfirmation.

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  5. The Hidden Persuaders

    Vance Packard

    Citation

    Referenced in discussions of psychological exploitation in consumer advertising and sales tactics.

    Medium relevanceExplore

  6. The Social Animal

    Elliot Aronson

    Citation

    Cited regarding experimental social psychology, conformity pressures, and persuasion dynamics.

    Medium relevanceExplore

  7. The Presentation of Self in Everyday Life

    Erving Goffman

    Citation

    Referenced regarding impression management, social roles, and public consistency pressures.

    Medium relevanceExplore

  8. King Solomon's Ring

    Konrad Lorenz

    Citation

    Cited for ethological observations regarding innate response triggers and fixed behavior sequences.

    Medium relevanceExplore

  9. Sociobiology: The New Synthesis

    Edward O. Wilson

    Citation

    Referenced for evolutionary perspectives on reciprocity and social cooperation.

    Medium relevanceExplore

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