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Influence: The Psychology of Persuasion de…
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Influence: The Psychology of Persuasion (1993 original; edició 2007)

de Robert B Cialdini PhD (Autor)

MembresRessenyesPopularitatValoració mitjanaMencions
4,146582,849 (4.2)9
Business. Self-Improvement. Nonfiction. HTML:

The foundational and wildly popular go-to resource for influence and persuasionâ??a renowned international bestseller, with over 5 million copies soldâ??now revised adding: new research, new insights, new examples, and online applications.

In the new edition of this highly acclaimed bestseller, Robert Cialdiniâ??New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasionâ??explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don't have to be a scientist to learn how to use this science.

You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuaderâ??and just as importantly, you'll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.

Cialdini's Principles of Persuasion:

  • Reciprocation
  • Commitment and Consistency
  • Social Proof
  • Liking
  • Authority
  • Scarcity
  • Unity, the newest principle for this edition
  • Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific researchâ??including a three-year field study on what leads people to changeâ??Influence is a comprehensive guide to using these principles to move others in… (més)

    Membre:Biyankuh
    Títol:Influence: The Psychology of Persuasion
    Autors:Robert B Cialdini PhD (Autor)
    Informació:Harper Business (2007), Edition: Revised ed., 336 pages
    Col·leccions:La teva biblioteca, Llegint actualment, Llista de desitjos, Per llegir, Llegit, però no el tinc, Preferits
    Valoració:
    Etiquetes:to-read

    Informació de l'obra

    Influence: The Psychology of Persuasion de Robert B. Cialdini (Author) (1993)

    S'està carregant…

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    » Mira també 9 mencions

    Es mostren 1-5 de 55 (següent | mostra-les totes)
    Good, but felt a bit outdated. I think I'd read too many things that cite the same studies for it to feel novel? ( )
      stardustwisdom | Dec 31, 2023 |
    one of the classics!

    The is an absolute must read for students of social psychology, but those not as interested in psychology will appreciate this book as well. Cialdini's book is very well written and explains how easily we are swayed on a day to day basis by things that we don't put as much time and thought into as we should. Cialdini is the master of being able to explain psych science in a way that is not only accessible, but absolutely entertaining. I would recommend this book to just about anyone. Excellent work, Cialdini! ( )
      buffalobibliophile | Dec 23, 2022 |
    Hoe eenvoudig het is om ons te misleiden wordt effectief en duidelijk uitgelegd in dit boek. Meermaals dacht ik "dat zou mij niet overkomen", terwijl nog een keertje dieper nadenken een aantal voorbeelden opleverde van toen het ook bij mij heeft gewerkt.... Ongelofelijk! Erg leerzaam dus, zeker omdat we in deze tijd van informatie "overstroming" kwetsbaarder blijken te zijn voor mensen die graag (voor eigen gewin) onze volgzaamheid willen. ( )
      Marjoos | Nov 16, 2022 |
    Summary: An intesting book about the way humans use and abuse automatic behaviour. Kind of like the Gruen Transfer tv show in book form.

    Things I Liked:

    Scientific basis: Many if not all of his main points are backed up by at least one scientific study which he mentions and often critiques or demonstrates the flaws of.

    Amusing examples: Stories submitted by the readers and the ones provided by the author himself are easy to engage with and use relevant examples.

    Integration: Towards the end of the book a lot of the stories while demonstrating one principal actually backreference some of the earlier ones. I
    enjoyed this and felt it helped me in understand the general themes and messages of the author.

    Thing I thought could have been improved:

    80s feel: I'm not quite sure what era it was but a lot of the examples seemed to be from way back when (car sales people; door to door salesmen). It would have been good if the books could have been updated for the modern contexts of Internet scams and viagra commericals ;-)

    Text based: Picture tells a thousand words and I think a few diagrams might have helped reinforce the material. As it was I felt I was forgetting some of the old stuff while learning the new stuff. Some pictures may have helped to stem the bleed and provide some simple ways to review the material.

    Standout:

    Story of 38 people who watched someone get attacked three times and eventually killed while the person screamed for help in NY city. Why'd they do it? Automatic behaviour. ( )
      benkaboo | Aug 18, 2022 |
    Presents lots of (20th-century) research on how people can be influenced through different tactics, often unconsciously. It kind of points to how weak (and gullible...) people actually are, despite our high ideals and self-expectation. (One thing I found particularly memorable from the book was the tendency for society/companies/universities to favor/recruit good-looking or well-dressed people despite claiming looks don't impact their assessment. We're doing this unconsciously even though we know we shouldn't!) The author gave readers some encouragement and suggestions on how to avoid being manipulated by sales people who try to persuade you to buy stuff :D I think it's a good thing to reflect upon our weaknesses from time to time, and this reflection can make us more vigilant in future similar situations. ( )
      CathyChou | Mar 11, 2022 |
    Es mostren 1-5 de 55 (següent | mostra-les totes)
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    Nom de l'autorCàrrecTipus d'autorObra?Estat
    Cialdini, Robert B.Autorautor primaritotes les edicionsconfirmat
    Quadrio, AssuntoPròlegautor secundaritotes les edicionsconfirmat
    Noferi, GabrieleTraductorautor secundarialgunes edicionsconfirmat
    Has d'iniciar sessió per poder modificar les dades del coneixement compartit.
    Si et cal més ajuda, mira la pàgina d'ajuda del coneixement compartit.
    Títol normalitzat
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    Títol original
    Títols alternatius
    Data original de publicació
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    Llocs importants
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    This book is dedicated to Chris, who glows in his father's eye.
    Primeres paraules
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    I can admit it freely now.
    Citacions
    Informació del coneixement compartit en anglès. Modifica-la per localitzar-la a la teva llengua.
    After a suicide has made front-page news, airplanes - private planes, corporate jets, airliners - begin falling out of the sky at an alarming rate. (pp. 143-4)
    Our best evidence of what people truly feel and believe comes less from their words than from their deeds. Observers trying to decide what a man is like look closely at his actions. What the Chinese have discovered is that the man himself uses this same evidence to decide what he is like. His behavior tells him about himself; it is a primary source of information about his beliefs and values and attitudes. Understanding fully this important principle of self-perception, the Chinese set about arranging the prison-camp experience so that their captives would consistently act in desired ways. Before long, the Chinese knew, their actions would begin to take their toll, causing the men to change their views of themselves to align with what they had done. (pp. 75-6)
    Darreres paraules
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    Nota de desambiguació
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    Wikipedia en anglès (3)

    Business. Self-Improvement. Nonfiction. HTML:

    The foundational and wildly popular go-to resource for influence and persuasionâ??a renowned international bestseller, with over 5 million copies soldâ??now revised adding: new research, new insights, new examples, and online applications.

    In the new edition of this highly acclaimed bestseller, Robert Cialdiniâ??New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasionâ??explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don't have to be a scientist to learn how to use this science.

    You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuaderâ??and just as importantly, you'll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.

    Cialdini's Principles of Persuasion:

    Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity Unity, the newest principle for this edition

    Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific researchâ??including a three-year field study on what leads people to changeâ??Influence is a comprehensive guide to using these principles to move others in

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