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Description

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request).

Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the listener of the power of persuasion.

Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

©2001 Robert Cialdini (P)2012 Robert Cialdini

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Notations

Global

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Histoire

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  • Global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Super livre très bonne description bien détaillé

à mettre entre toutes les mains de personnes qui souhaitent comprendre comment fonctionnent les mécanismes de base de l'influence.
Vraiment top top top!!!

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  • Global
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Dubito Ergo Sum
  • 18/02/2015

This book will change the way you see the world.

Would you listen to Influence again? Why?

Yes! The psychological features explored and exposed by Cialdini run far deeper than I first realized. While most of the material can trigger the "thats common sense I already knew that response", it becomes surreal when you start recognizing these features in yourself and your environment (part of the book even covers the "I already knew that" reaction)

What was one of the most memorable moments of Influence?

When social psychologist Leon Festinger infiltrated the "seekers" doomsday cult in the 1950's to observe their reactions when the world didn't end as predicted.

Which scene was your favorite?

The author describing how he himself succumbed to a very persuasive saleswoman.

Did you have an extreme reaction to this book? Did it make you laugh or cry?

I was shocked to realize the same psychology that underpins why sitcom laugh tracks work is the same as what reinforces religious belief through proselytizing.

Any additional comments?

This book will seem benign and trivial to the faint of heart and mind..... to those with the courage to see the psychology in themselves first and then in others will.... "see the matrix". It runs a lot deeper than first glance affords.

34 sur 35 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • Woodgies
  • 30/04/2015

Great content silly audio book errors

Great book. Odd avoidable errors with the editing, repeated content (wait they just read that) and "insert next CD (what???). Cheap publishing moves, corners cut.

42 sur 44 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • ANDRÉ
  • 10/04/2015

Classical

I always wanted to read Robert Cialdini's Influence but my credits were short. Then, at an Audible's sale I saw the book and bought it. And I was glad I did. Despite the book being "old"- published in 1984, and many other books were based on its instructions, Influence is still fresh. Reciprocity, Commitment &Consistency, Social proof, Authority, Liking and Scarcity still work! And very well indeed. The narrator, Lloyd James, fits perfectly with the book.
Read or listen to this book, and thank Cialdini for this masterpiece.

10 sur 10 personne(s) ont trouvé cet avis utile.

  • Global
    4 out of 5 stars
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    2 out of 5 stars
  • Histoire
    4 out of 5 stars
  • Mark
  • 18/03/2016

Cheesy, dated and badly narrated - but fun

‘Influence’ has the feel of one of those awful self-help books teaching you how to win the rat race and get the better of all your colleagues at work. It reveals all the tricks that door-to-door salespeople and used car lot predators will use on you to persuade you to part with your money.

A good salesperson will use all the weapons in this armoury: Reciprocity, Commitment & Consistency, Social proof, Authority, Liking and Scarcity. When you hear the excellent (but dated) anecdotes about how these tricks are used in scam situations such as Tupperware Parties, you’ll recognise that you’ve probably succumbed to some of these yourself in the past. Although, I have to say, that some of them I would definitely have been wise to before this listen.

He discusses canned laughter: I’m sure anyone with half a brain finds canned laughter sickeningly intrusive and crass, and that this device does NOT make the programme funnier, and you’d probably feel it has the opposite effect. But apparently research shows that when people listen to episodes of the same show, randomised to be with or without the canned laughter track, they report that it was funnier with the canned laughter. Apparently, even though it is annoying, you just can’t help finding it funny because of the ‘social proof’ suggested by the laughter track.

This concept is also apparently responsible for the following disturbing phenomenon: After a high profile suicide appears in a major news story, there is commonly an increase in car and air crashes - and statistically these involve a higher rate of fatalities than usual. The answer? Apparently people who were on the verge of suicide hear about the high profile suicide and this ‘social proof’ persuades them that suicide is the right thing to do – and they go out and crash their vehicles in the most deadly way they can.

The book is full of tid-bits and pop psychology such as this. Its datedness makes it seem a bit comical at times. The narrator has a good ‘dramatic’ voice but his word emphasis is distractingly terrible and the phrase ‘please insert the next CD’ crops up every 30 minutes or so. But if you don’t get too hung up on these flaws then the book is a good entertaining listen.

6 sur 6 personne(s) ont trouvé cet avis utile.

  • Global
    4 out of 5 stars
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    3 out of 5 stars
  • Histoire
    4 out of 5 stars
  • Amos Brumble
  • 20/03/2015

Minor edit would be nice

The only thing that was annoying was the "continued on the next cd". A short edit would be nice when the recording was moved from a cd to the audible format.

26 sur 29 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • Ben Osborne
  • 23/04/2015

Very insightful

I think for anyone that wants to learn sales and marketing, you should buy this immediately and promise yourself to read it.

5 sur 5 personne(s) ont trouvé cet avis utile.

  • Global
    4 out of 5 stars
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    5 out of 5 stars
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    4 out of 5 stars
  • Mark L. Widawer
  • 08/03/2015

Critical info for life

Filled with critical information if you are in sales, marketing, or any kind of business, or just want to know why you buy things you don't think you want. Excellent narration too.

4 sur 4 personne(s) ont trouvé cet avis utile.

  • Global
    4 out of 5 stars
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    4 out of 5 stars
  • Lee
  • 24/03/2015

This book may save you life

An excellent book about how we are influenced and directed into decisions. There is one part though that may be a life saver. A good listen.

7 sur 8 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • A. Yoshida
  • 10/04/2015

Read book to learn how people can scam you

This book would stand out more if it was titled "How People Can Scam You." It is filled with useful information about tactics that manipulate you into agreeing to or buying something you normally wouldn't have if it weren't for the tactics. The author cites studies that demonstrated these tactics work. The author also provides dramatized stories so you can see how the tactics are applied in different situations. People are familiar with many of the advertisers' tactics, such as posing an attractive model next to a car or using celebrity spokespersons to promote their product. Despite knowing it's a tactic, people are still persuaded by it. Advertisers still continue to do that because they can see it increases sales. This book provides many examples of these manipulation tactics and explains why they work. By reading this book, you'll become more conscious of how others (salespersons, politicians, and businesspersons) may be trying to manipulate you.

25 sur 31 personne(s) ont trouvé cet avis utile.

  • Global
    3 out of 5 stars
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    1 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Kaan
  • 20/01/2015

The narrator failure

I haven't finished reading yet but couldn't wait for the end to rate because of narrator's poor reading skills. He just stops in the middle of sentences for no reason and waits like 2 seconds to continue again. It completely ruins my focus on the sentence. I hear two meaningless unfinished sentences instead of one complete sentence almost all the time. I'd recommend buying a hard copy of the book instead.

30 sur 38 personne(s) ont trouvé cet avis utile.

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  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • Felix
  • Europe
  • 28/07/2015

Pleasantly surprised!!

Took me a long time to finally read this book. I had always kept off reading the book, because of what it says on the cover. Not the "Science & Practice", the other words. But "Science & Practice" it really is, because this book was written by a university professor. If I had known this earlier, I may have read it years ago. The book has probably achieved the status of a classic, so when it came out in its 5th edition I finally gave it shot and I was pleasantly surprised.

This book will change the way you see the world. It shows once again how highly irrational we humans really are. Many concepts may not be new to you, but having ideas backed up by research always helps becoming more consciously aware of them.

Probably a classic, worth a re-read, good narration, to the point, hands on.

5 sur 6 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • Niklas Steding
  • 13/02/2018

Inspiring, entertaining and professionally educational

One of the best non-fiction books out there.

This book provides sound academic references on the fields of psychology, decision making and social behavior. The very relevant anecdotal evidence puts each pattern of human behavior into understandable context that enables the reader to process this vast amount of eye-opening information (and manages the impressive feat of making this a very entertaining read).
More complex topics are didactically broken down into digestible chunks that manage to involve the readers mind to analyze given case studies as they are explained by academic insight step-by-step.

  • Global
    4 out of 5 stars
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    3 out of 5 stars
  • Histoire
    3 out of 5 stars
  • exciting
  • 05/07/2017

Good advice to avoid being manipulated

Robert provides good examples of being influenced on a daily basis. Knowing these tactics helps to avoid being manipulated and making more conscious decisions.
Well written- good story

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • Anonymer Hörer
  • 28/06/2017

Great audio book!!

The way the book is written is fantastic. Once I started the audio book, I could stop. Be sure to be surprised all the time!

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • Konrad Schindler
  • 08/04/2017

Overall a good book!

The author describes how we are influenced by certain tactics backed by research and stories and also makes suggestions as to how we can oppose these tactics. I really good book!

  • Global
    5 out of 5 stars
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    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Spir-IT
  • 18/09/2016

A must read ...

For every salesman and leader. Learn how to manipulate others by understanding their subconscious processes

  • Global
    5 out of 5 stars
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    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • C Reinhard
  • Bielefeld, Deutschland
  • 16/04/2016

Extremely good i every respect

The speaker is excellent and gives an entertaining presentation and vocalisation without a dull moment.
The content of the audiobook is simply incredibly interesting, surprising and eye opening, even for someone who has some previous psychological knowledge and experience.
I have for instance always wondered, how people can justify the meanest, most unfair or even cruel things they do to each other, just so that they still can see themselves as a good person. And how can even a decent and good person do really bad things? Why do people decide the way they do? Why is there often so much irrationality involved, that even crystal clear arguments have no impact at all?
This book gives the most astonishing and fascinating answers about how our mind works, completed by evidentiary studies and psychological experiments. I have already heard it several times and certainly will refresh my memory from time to time again, because the findings have great practical use even in the everyday life.

0 sur 1 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • Felix Rizo-Patron
  • Wien
  • 16/02/2016

everybody should read/hear it

The stories are a very good way of illustrating the knowledge. The information is clear, well organised and extremely usefull. I will hear it again for sure.

0 sur 2 personne(s) ont trouvé cet avis utile.