Influence: Science and Practice
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What We're Saying
Heather Green has written a wonderful review of Jeff Howe's Crowdsourcing: Why the Power of the Crowd is Driving the Future of Business for the September 29 issue of BusinessWeek. After observing that "Books about the crowd are becoming a crowd unto themselves," Green writes: What sets Howe's book apart is his focus on business, an examination of different crowdsourcing models, and a deep dive into academic research to explain why people work together. It's a welcome and well-written corporate playbook for confusing times. READ FULL DESCRIPTION
Jurgen Appelo at Noop. nl has created and algorithm that takes the number of Amazon reviews, average Amazon ranking, and number of hits on Google to create the Top 100 Best Books for Managers, Leaders & Humans. In talking about some of the analysis Appelo says: The book with the largest number of Amazon reviews is Freakonomics (#53, by Steven D. READ FULL DESCRIPTION
There was a post in Twitter last week with someone asking what five business books should be recommended to someone entering the workforce. I wasn't able to go back and find the post, but the question has been lingering with me as we approach the launch of The 100 Best Business Books of All Time. Where to start? READ FULL DESCRIPTION
In the book The First 90 Days, Michael Watkins talks about how the President of the United States gets 100 days to prove himself, but you are given 90 days in your new job. He states that the first three months can be a make or break time. Watching the inaugural yesterday led me back to this book. READ FULL DESCRIPTION
In another installment from the annual review of business books we produced last year, we have an article from friend and former president of the company, Todd Sattersten. In it, he discusses the meta-themes in business thought that he and Jack uncovered as they spent 18 months compiling, reading, choosing and writing The 100 Best Business Books of All Time. ◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊ The Five Universal Themes in Business BY TODD SATTERSTEN What happens when you spend 18 months reading the best in business literature? READ FULL 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 reader 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.