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A review by ghada_mohammed
Influence: The Psychology of Persuasion by Robert B. Cialdini
informative
medium-paced
4.0
An insightful and comprehensive guide to compliance principles, the automated patterns of behaviour that we adapt to navigate the increasingly complicated aspects of modern life.
The author illustrates how these seven principles (contrast, reciprocity, consistency, social proof, liking, authority, and scarcity) could be triggered, prompting the individual to engage in a stereotyped pattern of behaviour that is often subconscious, aiming to judge an event, a person, or an item by only the most apparent of its many characteristics. He also offers examples of how these patterns could be utilised in marketing to achieve greater sales, or similarly exploited by compliance professionals to make profit from unsuspecting targets.
All in all, a very delightful and compelling read. I recommend this book to anyone who is interested in behavioural psychology, marketing, and/or the tactics of con artists.
The author illustrates how these seven principles (contrast, reciprocity, consistency, social proof, liking, authority, and scarcity) could be triggered, prompting the individual to engage in a stereotyped pattern of behaviour that is often subconscious, aiming to judge an event, a person, or an item by only the most apparent of its many characteristics. He also offers examples of how these patterns could be utilised in marketing to achieve greater sales, or similarly exploited by compliance professionals to make profit from unsuspecting targets.
All in all, a very delightful and compelling read. I recommend this book to anyone who is interested in behavioural psychology, marketing, and/or the tactics of con artists.