Chapter 9 Suggested Readings

Cialdini, R. B. Influence: Science and Practice, 5^th ed., 2008. Prentice Hall, 2008. A lively, entertaining, intelligent discussion of the “tricks” compliance professionals use to manipulate and persuade others. If you want to learn how to protect yourself from being fooled by professionals, you should definitely read this book.

Gass, Robert H., and John S. Seiter. Persuasion, Social Influence, and Compliance Gaining, 4^th ed. Boston: Allyn & Bacon, 2010. This popular text gives a comprehensive overview of theories of influence.

Goldstein, Noah J., Martin, Steve J., and Cialdini, Robert B., Yes! 50 Scientifically Proven Ways to be Persuasive. (New York: Free Press, 2008). This enjoyable and easy to read book shows how scientific research on persuasion and influence can be used to achieve goals in everyday interaction.

Lofland, John. Doomsday Cult: A Study of Conversion, Proselytization, and Maintenance of Faith. Englewood Cliffs, N.J.: Prentice-Hall, 1966. A participant observer’s firsthand account of the beginning of the Moon cult.

Mackay, Charles. Extraordinary Popular Delusions and the Madness of Crowds. New York: Farrar, Straus & Giroux, 1932. People will believe anything, and in this fascinating book, Mackay traces the history of some of the world’s most bizarre beliefs.

Whetten, David A., and Kim S. Cameron. Developing Management Skills: Gaining Power and Influence. New York: HarperCollins, 1993. This practical book offers advice on how managers can increase their ability to influence employees.

Zimbardo, Philip G., and Michael Leippe. Psychology of Attitude Change and Social Influence. Temple University Press, 1991. This book introduces major theories of persuasion in social psychology and discusses the principles that affect how we persuade others and are ourselves persuaded.