Influence :
Cialdini, Robert B.
Influence : science and practice / Robert B. Cialdini. - 3rd ed. - New York : HarperCollinsCollegePublishers, c1993. - xv, 253 p. : ill. ; 24 cm.
Includes bibliographical references (p. 231-246) and index.
Weapons of influence -- Reciprocation: the old give and take...and take -- Commitment and consistency: hobgoblins of the mind -- Social proof: truths are us -- Liking: the friendly thief -- Authority: directed defence -- Scarcity: the rule of the few -- Instant influence: primitive consent for an automatic age.
0673467511
92026230
Influence (Psychology)
Persuasion (Psychology)
Compliance.
BF774 / .C53 1993
153.8/52
Influence : science and practice / Robert B. Cialdini. - 3rd ed. - New York : HarperCollinsCollegePublishers, c1993. - xv, 253 p. : ill. ; 24 cm.
Includes bibliographical references (p. 231-246) and index.
Weapons of influence -- Reciprocation: the old give and take...and take -- Commitment and consistency: hobgoblins of the mind -- Social proof: truths are us -- Liking: the friendly thief -- Authority: directed defence -- Scarcity: the rule of the few -- Instant influence: primitive consent for an automatic age.
0673467511
92026230
Influence (Psychology)
Persuasion (Psychology)
Compliance.
BF774 / .C53 1993
153.8/52