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Course Hero. "Influence: The Psychology of Persuasion Study Guide." December 30, 2020. Accessed December 4, 2021. https://www.coursehero.com/lit/Influence-The-Psychology-of-Persuasion/.
Course Hero, "Influence: The Psychology of Persuasion Study Guide," December 30, 2020, accessed December 4, 2021, https://www.coursehero.com/lit/Influence-The-Psychology-of-Persuasion/.
Robert B. Cialdini
In Influence: The Psychology of Persuasion, psychologist Robert Cialdini shares his experiences and research related to what he calls the six weapons of influence. The first chapter introduces the weapons of influence. Each of the following chapters focuses on a specific weapon: reciprocation, commitment and consistency, social proof, liking, authority, and scarcity. Cialdini begins working in jobs such as sales, advertising, and fundraising to better understand how people in compliance professions such as these use persuasive tactics to persuade people to say yes. Throughout the book he describes his own personal experiences, discusses previous research related to each weapon, and shares historical events that involved the use of persuasive tactics.
Influence: The Psychology of Persuasion is told by a first-person narrator who relates his personal experiences and research related to the use of persuasive tactics. The narrator's own perspective helps to connect readers to the content.
Influence: The Psychology of Persuasion refers to the methods compliance professionals use to elicit yes responses from others. "Psychology" refers to the specific behaviors used by people to influence how others respond to them and is the key to persuasion.
This study guide for Robert B. Cialdini's Influence: The Psychology of Persuasion offers summary and analysis on themes, symbols, and other literary devices found in the text. Explore Course Hero's library of literature materials, including documents and Q&A pairs.