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Influence (Rev): The Psychology of Persuasion [Englisch] [Taschenbuch]

Robert B. Cialdini
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Taschenbuch EUR 12,95  
Taschenbuch, 30. April 1999 --  


30. April 1999
Some people just won't take no for an answer. In Influence, Dr. Robert Cialdini explains the six psychological principles that drive our powerful impulse to comply to the pressures of others and shows how we can defend ourselves against manipulation (or put the principles to work in our own interest).

Influence guarantees two things: Readers will never say yes again when they really mean no, and they'll be more persuasive than ever before.

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  • Taschenbuch: 336 Seiten
  • Verlag: William Morrow; Auflage: Revised (30. April 1999)
  • Sprache: Englisch
  • ISBN-10: 0688128165
  • ISBN-13: 978-0688128166
  • Größe und/oder Gewicht: 23,2 x 15,2 x 2,5 cm
  • Durchschnittliche Kundenbewertung: 4.6 von 5 Sternen  Alle Rezensionen anzeigen (77 Kundenrezensionen)
  • Amazon Bestseller-Rang: Nr. 274.355 in Fremdsprachige Bücher (Siehe Top 100 in Fremdsprachige Bücher)
  • Komplettes Inhaltsverzeichnis ansehen

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Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended.


For marketers, this book is among the most important books written in the last ten years. (Journal of Mariketing Research)

Influence should be required reading for all business majors. (Journal of Retailing)

This book will strike chords deep in the hearts and psyches of all of us. (Best Sellers Magazine)

The material in Cialdini’s Influence is a proverbial gold mine. (Journal of Social and Clinical Psychology) -- Dieser Text bezieht sich auf eine andere Ausgabe: Taschenbuch .

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In diesem Buch (Mehr dazu)
I GOT A PHONE CALL ONE DAY FROM A FRIEND WHO HAD RECENTLY opened an Indian jewelry store in Arizona. Lesen Sie die erste Seite
Mehr entdecken
Ausgewählte Seiten ansehen
Buchdeckel | Copyright | Inhaltsverzeichnis | Auszug | Stichwortverzeichnis | Rückseite
Hier reinlesen und suchen:


Die hilfreichsten Kundenrezensionen
15 von 15 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen A Social Psych Book We Can Use 25. Mai 2000
It's nice to finally find a book on social psychology that is actually useful. Most books that purport to teach you something about social influence are full of obvious rules such as "don't be rude to people without reason" or contradict themselves. This one doesn't.
This book is primarily a study of psychological compliance-- what causes a person to agree to something they normally wouldn't. Cialdini rushes to explain that the techniques explained here aren't a panacea, something that elevated him in my mind-- this wasn't an "unbeatable control over everyone you meet" book. It's well-supported with references to both real-world situations and psychological experiments, and the author explains in great detail not only how the techniques are used, but also why they work and how to counteract them.
What I found most interesting, however, is how many of the same compliance techniques Cialdini uses to get us to accept his ideas. For instance, this book is written as a guide for the victims of compliance techniques: us (Cialdini goes to great lengths to include himself in this group, using the techniques of similarity and cooperation). This is enhanced even more by his consistent use of the word "us"-- he wants us to think of him as one of us, because it increases compliance: in this case, acceptance of the book.
This comes off as more amusing and instructive than anything else, because it really is a well-written and interesting book, with all sorts of helpful information in it. Probably the best book in the field.
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5 von 5 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen A mouse can roar with 'The Psychology of Persuasion.' 28. Dezember 1998
Von Ein Kunde
The chapter on commitment and consistency is worth the price of the book. A fascinating explanation of how and why we do things and where the manipulation happens, along with practical defenses. I was trying to understand why I was committing to doing things and then regretting afterwards yet still doing them. After the commitment and consistency chapter, I understand what it was all about and I got the knowledge to ensure I keep control over my life and time and not give away things so precious. The book is filled with insights which will arm you for the countless intensional and unintensional manipulations that go on in the world. I've learned so many things from this author, like using neurosync mesmeric inference and mnemonic evocation to constantly reinforce my goals and behavior changes without any conscious effort. A life changing book you must read.
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3 von 3 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen Must read for former cult members! 1. Juli 2000
I found Cialdini's "Influence" to be one of the most valuable books I have ever read. While most will heap praise on Cialdini's ability to help us understand compliance techniques used in a business -marketing context, I'd like to focus on the insight it provides in terms of the psychological and mental manipulation used by cults. Indeed, Cialdini even provides examples dealing with Jim Jones' Peoples Temple, and the Hare Krishnas. As a former cult member myself (Maharaji's Elan Vital-formerly known as Divine Light Mission), I felt the book really helped me in gaining a greater understanding of how the process of the cult's mental manipulation took hold in my life. And in that understanding, I'm able to regain at least some of the freedom that I lost in the cult. The freedom to say yes when I want to. The freedom to say no when I want to. Most of all...the freedom to be myself.
My thanks to Robert Cialdini!
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6 von 7 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen Required Reading for the Intelligent Consumer 9. Mai 2000
Von Donald Mitchell TOP 500 REZENSENT
The human mind is a wonderful thing, capable of the most wonderful thought processes and ideas. Yet the brain is on automatic pilot for most situations. That allows the conscious mind to really focus. The drawback is that some people will use our conscious inattention to sneak one by us, like a fastball pitch to a hitter looking for a change-up.
Influence, the book, is very useful in this regard, because it uses interesting examples to help us be aware of our own tendency to let automatic pilot thinking take over.
Since I first read this book many years ago, I have been watching to see if the circumstances I see support or invalidate Professor Cialdini's points. By a margin of about 9 to 1, Cialdini wins.
Given that we are easily manipulated by our desire to be and to appear to be consistent with our past actions and statements, swayed by what the crowd is doing, and various other mechanisms, the only way we can be armed against unscrupulous marketing is to be as aware of these factors are the marketers are.
At the same time, I appreciated how the book explores the ethics of when and how much to apply these principles. Without this discussion, the book would come off like Machiavelli's, The Prince, for marketing organizations. That would have been a shame. By dealing with the ethics, Professor Cialdini creates the opportunity to educate us intellectually and morally. Well done!
I have read literally dozens of books about marketing and selling, and I find this one to be the most helpful in thinking about how influence actually works. Even if you will never work in marketing, you will benefit from reading this book in order to better focus your purchases and actions where they fit your needs rather than someone else's.
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Die neuesten Kundenrezensionen
5.0 von 5 Sternen Überragendes Buch
Cialdini ist überragend. Habe sehr viel gelernt. Anwenden tue ich es natürlich nicht ;-)
Wem dieses Buch gefällt, der mag auch sämtliche Werke von Malcolm... Lesen Sie weiter...
Vor 4 Monaten von Lars veröffentlicht
4.0 von 5 Sternen Gute Einführung - aber noch aktuell?
Das Buch ist gut geschrieben und erläutert die Zusammenhänge sehr plastisch und praxisnah. Lesen Sie weiter...
Vor 11 Monaten von Henrik veröffentlicht
4.0 von 5 Sternen Ein Muß für den erfolgreichen Verkäufer
Sind Sie überzeugend? Wenn Sie Interesse haben noch überzeugender zu argumentieren, kommen Sie an diesem Buch nicht vorbei. Lesen Sie weiter...
Vor 12 Monaten von veröffentlicht
5.0 von 5 Sternen Must read!
The psychology of influence is one of those books you have to have read and re-read! Rarely have I learned so much from one book! R. Lesen Sie weiter...
Vor 14 Monaten von TODORINOVA veröffentlicht
5.0 von 5 Sternen Easy to read, totally helpful!
If you find yourself always with troubles to say no, then this is the book for you! All situations described happen to all of us daily and the examples and tips are easy to keep in... Lesen Sie weiter...
Vor 15 Monaten von Monica Z. veröffentlicht
4.0 von 5 Sternen Nice book
Very interesting to read. 4 starts just because of those very very long stories the author ist talking about. I think shorter stories would have achieved the same. Lesen Sie weiter...
Vor 17 Monaten von teper veröffentlicht
5.0 von 5 Sternen Shocking facts about our inner working
I expected a book telling how to influence people. The book does tell this. But by revealing some absolutely shocking experiments It does also tell where we have to defend... Lesen Sie weiter...
Vor 18 Monaten von Johannes Stockburger veröffentlicht
1.0 von 5 Sternen Love and Hate
this guy in search of
he may hate himself so much
that he steals all the LOVE he can get from
a person like you... Lesen Sie weiter...
Veröffentlicht am 7. Oktober 2011 von Margarethe Muraskowsky
3.0 von 5 Sternen unterm Strich lesenswert
Cialdinis Buch ist der Versuch, die wichtigsten Techniken zusammenzustellen, mit denen man Menschen beeinflussen kann. In sechs Kapiteln ist ihm das im Groben auch gelungen. Lesen Sie weiter...
Veröffentlicht am 17. Mai 2011 von helmut seeger
5.0 von 5 Sternen Extremely interesting
Robert Cialdini describes the influences on human decision making. You can apply this daily to more or less every situation and it helps making conscious decisions. Lesen Sie weiter...
Veröffentlicht am 13. Januar 2011 von Alex
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