Yes!: 50 Scientifically Proven Ways to Be Persuasive

The Tipping Point: How Little Things Can Make a Big Difference

Malcolm Gladwell · 288 pages

"New Yorker writer Malcolm Gladwell looks at why major changes in our society so often happen suddenly and unexpectedly. Ideas, behavior, messages, and products, he argues, often spread like outbreaks of infectious disease. Just as a single sick person can start an epidemic of the flu, so too can a few fare-beaters and graffiti artists fuel a subway crime wave, or a satisfied customer fill the emp

Influence: The Psychology of Persuasion

Robert B. Cialdini · 302 pages

The Power of Habit: Why We Do What We Do in Life and Business

Charles Duhigg · 385 pages

A young woman walks into a laboratory. Over the past two years, she has transformed almost every aspect of her life. She has quit smoking, run a marathon, and been promoted at work. The patterns inside her brain, neurologists discover, have fundamentally changed. Marketers at Procter & Gamble study videos of people making their beds. They are desperately trying to figure out how to sell a new prod

The Small Big: Small Changes That Spark Big Influence

Steve J. Martin, Noah J. Goldstein, Robert B. Cialdini · 268 pages

Argues that small changes can have big influential effects and identifies more than fifty of these changes in successful business case studies.

Predictably Irrational: The Hidden Forces That Shape Our Decisions

Dan Ariely · 352 pages

How do we think about money?What caused bankers to lose sight of the economy?What caused individuals to take on mortgages that were not within their means?What irrational forces guided our decisions?And how can we recover from an economic crisis? In this revised and expanded edition of the New York Times and Wall Street Journal bestseller Predictably Irrational, Duke University's behavioral econom

Priceless: The Myth of Fair Value

William Poundstone · 336 pages

Examines how "price consultants" and retailers convince consumers to pay more for less, and how negotiation coaches offer similar advice for businesspeople cutting deals Prices are a collective hallucination. Here, author William Poundstone reveals the hidden psychology of value. In psychological experiments, people are unable to estimate "fair" prices accurately and are strongly influenced by th

Made to Stick: Why Some Ideas Survive and Others Die

Chip Heath, Dan Heath · 291 pages

Mark Twain once observed, "A lie can get halfway around the world before the truth can even get its boots on." His observation rings true: Urban legends, conspiracy theories, and bogus public-health scares circulate effortlessly. Meanwhile, people with important ideas--business people, teachers, politicians, journalists, and others--struggle to make their ideas "stick." Why do some ideas thrive wh

Hit Makers: How Things Become Popular

Derek Thompson · 344 pages

To Sell Is Human: The Surprising Truth About Moving Others

Daniel H. Pink · 266 pages

Grouped: How Small Groups of Friends Are the Key to Influence on the Social Web

Paul Adams · 159 pages

Buyology: Truth and Lies About Why We Buy and the New Science of Desire

Martin Lindstrom · 240 pages

How much do we know about why we buy? What truly influences our decisions in today's message-cluttered world? An eye-grabbing advertisement, a catchy slogan, an infectious jingle? Or do our buying decisions take place below the surface, so deep within our subconscious minds, we're barely aware of them?In BUYOLOGY, Lindstrom presents the astonishing findings from his groundbreaking, three-year, sev

Fascinate: Unlocking the Secret Triggers of Influence, Persuasion, and Captivation (Audiobook)

Sally Hogshead · 327 pages

Why is Jägermeister the most popular brand nobody likes? Why do women pay more to be fascinating than they spend on food and clothes? What raises the price of gummy worms by 1000%? And then there's the most important question of all: How can your brand become impossible to resist? Marketer Sally Hogshead reveals the surprising answers. Fascination is the most powerful force of attraction, drawing

Hooked: How to Build Habit-Forming Products

Nir Eyal · 242 pages

Why do some products capture widespread attention while others flop? What makes us engage with certain products out of sheer habit? Is there a pattern unlying how technologies hook us? Nir Eyal answers these questions (and many more) by explaining the Hook Model - a four-step process embedded into the products of many successful companies to subtly encourage customer behavior. Through consecutive

Contagious: Why Things Catch On

Jonah Berger · 250 pages

In this book, Berger reveals the secret science behind word-of-mouth and social transmission. Discover how six basic principles drive all sorts of things to become contagious, from consumer products and policy initiatives to workplace rumors and YouTube videos. The book combines groundbreaking research with powerful stories. Learn how a luxury steakhouse found popularity through the lowly cheese-s

Why We Buy: The Science of Shopping

Paco Underhill · 256 pages

The Paradox of Choice: Why More Is Less

Barry Schwartz · 269 pages

In the spirit of [Alvin Toffler](/authors/OL433058A)’s [*Future Shock*](/works/OL2869043W), a social critique of our obsession with choice, and how it contributes to anxiety, dissatisfaction and regret. This paperback includes a new P.S. section with author interviews, insights, features, suggested readings, and more.Whether we’re buying a pair of jeans, ordering a cup of coffee, selecting a long-

Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing

Roger Dooley

"Neuromarketing studies the way the brain responds to various cognitive and sensory marketing stimuli. Analysts use this to measure a consumer's preference, what a customer reacts to, and why consumers make certain decisions. This scientific approach to marketing has helped many brands and companies determine how to best market their products to different demographics and consumer groups. Brainflu

How to Win Friends & Influence People

Dale Carnegie · 288 pages

Click: What Millions of People Do Online and Why It Matters

Bill Tancer · 262 pages

What time of year do teenage girls search for prom dresses online? How does the quick adoption of technology affect business success (and how is that related to corn farmers in Iowa)? How do time and money affect the gender of visitors to online dating sites? And how is the Internet itself affecting the way we experience the world? In Click, Bill Tancer takes us behind the scenes into the massive

Age of Propaganda: The Everyday Use and Abuse of Persuasion

Anthony Pratkanis, Elliot Aronson · 432 pages

Americans create 57% of the world's advertising while representing only 6% of its population; half of our waking hours are spent immersed in the mass media. Persuasion has always been integral to the democratic process, but increasingly, thoughtful discussion is being replaced with simplistic soundbites and manipulative messages. Drawing on the history of propaganda as well as on contemporary rese

The Trusted Advisor

David H. Maister, Charles H. Green, Robert M. Galford · 240 pages

"Maister, Green, and Galford enrich our understanding of trust - yet they have also written a practical book. Using their model of "The Trust Equation," they dissect the rational and emotional components of trustworthiness. They detail five distinct steps you must take to create a trust-based relationship. Each step - engage, listen, frame, envision, and commit - is described in distinct chapters.

Spent: Sex, Evolution, and Consumer Behavior

Geoffrey Miller · 384 pages

Positioning: The Battle for Your Mind

Al Ries, Jack Trout · 229 pages

"It shook up the world of marketing with all the force of a 20-megaton bomb, and now, two decades later, Positioning is still as fresh and, perhaps, even more relevant, for advertisers in the New Economy. To commemorate the 20th anniversary of the classic book that changed an industry, McGraw-Hill has reunited mavens of marketing Al Ries and Jack Trout to make available to another generation of ad

Snakes in Suits: When Psychopaths Go to Work

Paul Babiak, Robert D. Hare · 336 pages

Overview: Let's say you're about to hire somebody for a position in your company. Your corporation wants someone who's fearless, charismatic, and full of new ideas. Candidate X is charming, smart, and has all the right answers to your questions. Problem solved, right? Maybe not. We'd like to think that if we met someone who was completely without conscience - someone who was capable of doing anyth