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Influence

the Psychology of Persuasion
Jun 08, 2017kpelish rated this title 2 out of 5 stars
His research is starting to show its age (Tupperware in-home sales, the Jim Jones cult tragedy, the Milgram experiments, etc.) I’d be interested in reading more timely psychology research that explores the effect of the Internet, always-on, location-broadcasting smartphones, and unethical data mining. That said, for someone new to the idea that marketing is everywhere, this is a decent introduction to “compliance professionals” techniques and ideas for deflection. All people engage in trying to influence their environment and results; Cialdini ends with a protective call-to-arms of pushing back: “I would recommend extending this aggressive stance to any situation in which a compliance professional abuses the principle of social proof (or any other weapon of influence)…..we should be willing to use boycott, threat, confrontation, censure, tirade, nearly anything, to retaliate.” This update was published in 2007. (NOTE: book cover is ripped/in bad shape.)