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The Small Big
Book

The Small Big

Small Changes that Spark Big Influence

Grand Central, 2014 more...


Editorial Rating

8

Qualities

  • Applicable
  • Well Structured
  • Concrete Examples

Recommendation

Using persuasiveness to alter another person’s behavior doesn’t require a monumental effort. Little things often foster the biggest shifts. As United Kingdom-based behavioral scientists and professors Steve J. Martin, Noah J. Goldstein and Robert B. Cialdini demonstrate, minor changes in everyday life can yield significant changes in the way people act. Drawing from an abundance of scientific research, they provide intriguing insight into human behavior and offer telling examples of how to alter other people’s actions. getAbstract recommends this fascinating educational experience to managers, marketers and anyone who needs to persuade.

Take-Aways

  • People make decisions based not only on information, but on the presentation of information.
  • Patients were more apt to keep their appointments with doctors when front-desk staffers asked them to write down the date, time and place.
  • “Social proof” explains why people want to behave like those around them.

About the Authors

Arizona State University professor emeritus Robert B. Cialdini is president of UK-based Influence at Work, where Steve J. Martin is the director. Noah J. Goldstein is a professor at the UCLA Anderson School of Management. They also co-wrote Yes! 50 Scientifically Proven Ways to Be Persuasive and Cialdini also wrote Influence: The Psychology of Persuasion.


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