Influence :

Cialdini, Robert B.

Influence : the psychology of persuasion / Psychology of persuasion Robert B. Cialdini. - rev. ed. - New York : Collins, 2007. - xiv, 320 p. : illustrations, portraits ; 21 cm.

1st Collins business essentials ed.

Includes bibliographical references (p. [293]-309) 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 deference --
Scarcity: the rule of the few --
Instant influence: primitive consent for an automatic age.

9780061241895 006124189X

77527024


Influence (Psychology)
Persuasion (Psychology)
Compliance.

BF774 / .C53 2007