60 pages • 2 hours read
Robert B. CialdiniInfluence: The Psychology of Persuasion
Nonfiction | Book | Adult | Published in 1984A modern alternative to SparkNotes and CliffsNotes, SuperSummary offers high-quality Study Guides with detailed chapter summaries and analysis of major themes, characters, and more.
Before You Read
Super Short Summary
In Influence, Robert B. Cialdini examines the psychology of persuasion, outlining seven key methods referred to as "levers of influence" that can be used to gain compliance. These include reciprocation, liking, social proof, authority, scarcity, commitment and consistency, and unity. Each lever is explored in detail, demonstrating its application and effectiveness in compelling individuals to agree to requests. The book also discusses the impact of these methods in the digital age, providing insights and strategies to recognize and counteract manipulative tactics. Chapter 4 contains a discussion of the People’s Temple mass suicide, and Chapter 8 describes the execution of prisoners in a World War II Nazi concentration camp, along with a brief discussion of hazing rituals.
Reviews & Readership
Review Roundup
Robert B. Cialdini's Influence is praised for its compelling insights into persuasion, offering practical applications and engaging anecdotes. However, some reviews note a repetitive nature and a reliance on dated research. Overall, it is considered a valuable read for those interested in psychology and marketing, despite occasional verbosity.
Who Should Read Influence?
Readers who enjoy psychological insights and persuasion techniques will find Influence captivating. Comparable to Daniel Kahneman's Thinking, Fast and Slow or Malcolm Gladwell's Outliers, this book appeals to those interested in behavioral science, marketing, and social psychology.