Summary of Influence

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Influence book summary


8 Overall

9 Applicability

9 Innovation

7 Style


Psychology and marketing professor Robert B. Cialdini incorporates extensive scholarly research in this 1984 classic in applied psychology, practical rhetoric and marketing. The impetus of the book was his desire to figure out why others always influenced him so easily. He weaves together personal stories and examples from sales, politics, history and public life as he explains six straightforward persuasive triggers you can apply or dodge. Contemporary readers may find the book a little wordy, since Cialdini explained his concepts in depth. Perhaps his solid teaching is why these ideas seem natural and logical to later generations, who tend to take them for granted. Well-written, entertaining and clear, his insights remain spot on for persuasion industry professionals, consumers and those looking under the hood of human behavior. getAbstract recommends it warmly – but don’t let that influence you.

In this summary, you will learn

  • Why the six kinds of influence are so effective,
  • How they work for good or ill, and
  • How to exploit them or resist them.

About the Author

Robert B. Cialdini, PhD, is regents’ professor emeritus of psychology and marketing at Arizona State University and is president of Influence at Work.



Influential Instincts
Animals have instinctive reactions to specific triggers. If a turkey chick goes “cheep-cheep,” its mother will care for it. If a male robin sees the red breast of another male robin enter his territory, he’ll attack. Bring in a replica of a robin without red feathers...

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    tyler fitman 9 months ago
    loved it
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    Kian Fit 2 years ago
    Unbelievable book totally great
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    Jason Womack 4 years ago
    Do you know why you say yes?

    I mean really? There are specific things (and in this book, Cialdini explains these 6 things clearly and concisely, with the tactics) you can to do increase the likelihood that someone will say yes to you.

    Personally, I first discovered Cialdini's work as a high school teacher. I was spending insane amounts of time trying to work with the students, the faculty, the parents, the staff and the community as we worked around, through, over, under and about the educational issues we were facing. And, until I started to study the psychology of persuasion, I ended more days frustrated than feeling like we were making a difference.

    Download this summary, and just focus on one of the 6 influencers each week. In that month and a half, you will see how you can communicate more effectively with the people you live, work and love with.
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    Moritz Helmstreit 4 years ago
    good choice for marketers!

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  • Yes!

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    Free Press, 2008


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