000			01315pam a2200301 a 4500
999			_c3290 _d3290
001			3923598
003			ZET-ke
005			20190725110526.0
008			920707s1993 nyua b 001 0 eng
010			_a 92026230
020			_a0673467511
040			_aDLC _cZET-ke _dDLC
050	0	0	_aBF774 _b.C53 1993
082	0	0	_a153.8/52 _220
100	1		_aCialdini, Robert B.
245	1	0	_aInfluence : _bscience and practice / _cRobert B. Cialdini.
250			_a3rd ed.
260			_aNew York : _bHarperCollinsCollegePublishers, _cc1993.
300			_axv, 253 p. : _bill. ; _c24 cm.
504			_aIncludes bibliographical references (p. 231-246) and index.
505			_aWeapons 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.
650		0	_aInfluence (Psychology) _92551
650		0	_aPersuasion (Psychology) _92550
650		0	_aCompliance.
906			_a7 _bcbc _corignew _d1 _eocip _f19 _gy-gencatlg
942			_2lcc _cBK _kBF774 _m.C53 1993