Invloed, theorie en praktijk

Over het boek

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.

Waar de score vandaan komt

De bronnen komen gemiddeld uit op 7,8 over 69 beoordelingen — nog niet veel, dus de stem van de lezers weegt voor 32% mee en de rest trekt richting het Psychologie-gemiddelde van 7,9. Zo komt 7,9 tot stand.

Veelgestelde vragen