TY  - BOOK
AU  - Cialdini,Robert B.
TI  - Influence: science and practice 
SN  - 0673467511
AV  - BF774 .C53 1993
U1  - 153.8/52 20
PY  - 1993///
CY  - New York
PB  - HarperCollinsCollegePublishers
KW  - Influence (Psychology)
KW  - Persuasion (Psychology)
KW  - Compliance
N1  - 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
ER  -