#24 in Psychology
Influence: Science and Practice
- 302
- Pages
- about 6 h
- Reading time
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About the book
Influence: Science and Practice (1985), originally published as Influence: The Psychology of Persuasion (1984), is a psychology book examining the ways people can be influenced by "compliance professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University. The main 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. According to the book, 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. A seventh lever on "unity" has been added to the most recent edition. To date, the book has sold over two million copies and been published in 25 different languages.
Where the score comes from
The sources average 7.8 across 69 ratings — not yet many, so the reader vote carries 32% of the weight and the rest pulls toward the Psychology average of 7.9. That is how 7.9 comes out.
| Source | Average | Ratings | Weight |
|---|---|---|---|
| Open Library | 7.8 | 69 | 100% |
Frequently asked
How long is Influence: Science and Practice?
It has 302 pages — shorter than 79% of the ranked books in Psychology.
If you liked this
Same shelf — Psychology — with scores between 7.8 and 8.1, closest to this book.
