We are currently making improvements to the Audible site. In an effort to enhance the accessibility experience for our customers, we have created a page to more easily navigate the new experience, available at the web address www.audible.com/access .
Influence Audiobook

Influence: Science and Practice, ePub, 5th Edition

Regular Price:$24.95
  • Membership Details:
    • First book free with 30-day trial
    • $14.95/month thereafter for your choice of 1 new book each month
    • Cancel easily anytime
    • Exchange books you don't like
    • All selected books are yours to keep, even if you cancel
  • - or -

Publisher's Summary

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

What Members Say

Average Customer Rating

4.6 (2234 )
5 star
 (1575)
4 star
 (526)
3 star
 (94)
2 star
 (24)
1 star
 (15)
Overall
4.6 (1872 )
5 star
 (1261)
4 star
 (473)
3 star
 (110)
2 star
 (14)
1 star
 (14)
Story
4.5 (1892 )
5 star
 (1216)
4 star
 (489)
3 star
 (132)
2 star
 (37)
1 star
 (18)
Performance
Sort by:
  •  
    Dubito Ergo Sum Vancouver BC 02-18-15
    Dubito Ergo Sum Vancouver BC 02-18-15 Member Since 2014

    Super skeptic, reality poet, mega geek, & science nerd extraordinaire.

    HELPFUL VOTES
    59
    ratings
    REVIEWS
    25
    17
    FOLLOWERS
    FOLLOWING
    0
    5
    Overall
    Performance
    Story
    "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.

    28 of 29 people found this review helpful
  •  
    Woody007 Seattle 04-30-15
    Woody007 Seattle 04-30-15 Member Since 2016
    HELPFUL VOTES
    26
    ratings
    REVIEWS
    8
    3
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "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.

    26 of 27 people found this review helpful
  •  
    ANDRÉ ORLANDO, FL, United States 04-10-15
    ANDRÉ ORLANDO, FL, United States 04-10-15 Member Since 2011

    I love AUDIBLE! I never get mad at traffic jams and can listen to many different books, despite of my short time.

    HELPFUL VOTES
    525
    ratings
    REVIEWS
    244
    122
    FOLLOWERS
    FOLLOWING
    180
    7
    Overall
    Performance
    Story
    "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.

    6 of 6 people found this review helpful
  •  
    Amos Brumble westerly, R.I. United States 03-20-15
    Amos Brumble westerly, R.I. United States 03-20-15 Member Since 2016

    Brumble Bikes

    HELPFUL VOTES
    20
    ratings
    REVIEWS
    4
    2
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "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.

    18 of 20 people found this review helpful
  •  
    Ben Osborne UK 04-23-15
    Ben Osborne UK 04-23-15

    Benjamin

    HELPFUL VOTES
    4
    ratings
    REVIEWS
    3
    1
    FOLLOWERS
    FOLLOWING
    1
    0
    Overall
    Performance
    Story
    "Very insightful"

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

    4 of 4 people found this review helpful
  •  
    A. Yoshida 04-10-15
    A. Yoshida 04-10-15
    HELPFUL VOTES
    912
    ratings
    REVIEWS
    284
    129
    FOLLOWERS
    FOLLOWING
    503
    0
    Overall
    Performance
    Story
    "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.

    19 of 23 people found this review helpful
  •  
    Mark L. Widawer 03-08-15 Member Since 2010
    HELPFUL VOTES
    50
    ratings
    REVIEWS
    20
    8
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "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.

    3 of 3 people found this review helpful
  •  
    Lee Santa Fe, NM, United States 03-24-15
    Lee Santa Fe, NM, United States 03-24-15 Member Since 2011
    HELPFUL VOTES
    9
    ratings
    REVIEWS
    21
    10
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "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.

    6 of 7 people found this review helpful
  •  
    D.R. Whitson Seattle, WA 04-17-16
    D.R. Whitson Seattle, WA 04-17-16 Member Since 2015
    HELPFUL VOTES
    5
    ratings
    REVIEWS
    11
    8
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    "very eye-opening"

    a lot of what's written here, we probably have heard before but the way it's presented magnifies the issue of awareness which can be a critical factor in our success in life Whatever endeavor

    2 of 2 people found this review helpful
  •  
    Kaan 01-20-15
    Kaan 01-20-15
    HELPFUL VOTES
    23
    ratings
    REVIEWS
    2
    1
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "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.

    23 of 31 people found this review helpful
Sort by:
  • C. Saba
    UK
    2/12/15
    Overall
    Performance
    Story
    "Interesting but flaws in recording"

    Liked the book and the content. Some of the stories seem to labour the points. There were a couple of instances in the recording where it would repeat itself.

    5 of 5 people found this review helpful
  • SII WOM
    Taunton, UK
    3/19/16
    Overall
    Performance
    Story
    "Good but long & repetitive"

    If there's an abridged version, listen to that. If you like drawn out explanations, reinforced argument - listen to this.

    1 of 1 people found this review helpful
  • Icewraithuk
    12/3/14
    Overall
    Performance
    Story
    "A decent listen"
    What did you like most about Influence?

    An interesting topic, presented pretty well.


    What did you like best about this story?

    Some of the insights were interesting and of use


    What does Lloyd James bring to the story that you wouldn’t experience if you had only read the book?

    Not a lot really, it's hardly something that benefits from a voice actor


    Was this a book you wanted to listen to all in one sitting?

    No, far too long for that (13 hours nearly?!)


    Any additional comments?

    It's very US-centric, but the examples hold well for western culture and he does reference the differences in Eastern cultures a few times.

    3 of 4 people found this review helpful
  • Adrian
    NSW, Australia
    11/11/14
    Overall
    Performance
    Story
    "Starts slow but EXCELLENT audio book"

    I really struggled for the first hour or so as many of the examples regarding sales, advertising and marketing are somewhat obvious these days. Really starts to hot up half way through and couldn't stop listening from that point on. Enjoyable and educational. Excellent book

    1 of 1 people found this review helpful
  • Adrian Shaw
    11/11/14
    Overall
    Performance
    Story
    "Says nothing new - drab delivery"

    Unfortunately this is one of those academic, 'scientifically proven' books that regurgitates the obvious and paints every human interaction as a string of malevolent manipulation. Advances in understanding game-theory and tit-for-tat trade offs goes a long way to explaining most of the examples in the book. I couldn't make it all the way through ... its too sensationalist. repetitive, dry and not particularly convincing.

    7 of 11 people found this review helpful
  • Faisal Khesrawi
    9/15/16
    Overall
    Performance
    Story
    "Long and boring, not worth listening too"

    I expected more from it. The book was boring. There was no common thread through the chapters.

    0 of 0 people found this review helpful
  • Hendon
    8/7/16
    Overall
    Performance
    Story
    "This book helped changed the way I think "

    Things just are not what it seems, looking at blind mechanical trigger features in animals then in humans, communication and manipulation techniques, the power of social proof and authority and the other principles, it's a really good read but let down by Amazon , the versions are mixed up for example the Amazon ebook is not the same as the audible, yet you can download them both purchased with the same account, yet badly out of sync to the point where it confused me to where it was I was upto!
    Fix it for the rest, but definitely worth a read, also recommend reading Chris Hadnagy the art of human hacking if your doing social engineering research.

    0 of 0 people found this review helpful
  • Mr. C. Richards
    8/3/16
    Overall
    Performance
    Story
    "Very informative but very repetitive and dull!"

    I found this book to be absolutely chocked full of very interesting and useful content... If only that wasn't ruined horribly by the repetition and dull narration in every single chapter...

    By about half way through I realised I only had to listen to the first 10 minutes of each chapter because the remaining time would consist of anecdotal evidence to reinforce the original idea or principle.

    Such a pity, because it does have very useful tips and tricks to be more influential.

    0 of 0 people found this review helpful
  • Big BoBo
    7/15/16
    Overall
    Performance
    Story
    "Spoilt alittle by Audible being lazy"

    Very informative book overall. Enjoyed but couldn't help but wonder why Audible didn't bother to remove "end of cd 1....2....etc " prompts! Otherwise I would recommend.

    1 of 1 people found this review helpful
  • Tanvir Arafat Ali
    6/5/16
    Overall
    "Paradigm Shift"

    This book much like Selfish gene will change they way you view the world - for the better.

    1 of 1 people found this review helpful

Report Inappropriate Content

If you find this review inappropriate and think it should be removed from our site, let us know. This report will be reviewed by Audible and we will take appropriate action.

Cancel

Thank you.

Your report has been received. It will be reviewed by Audible and we will take appropriate action.