the psychology of persuasion Cialdini, Robert B. creator text xxu New York Collins 2007 rev. ed. monographic eng

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xiv, 320 p. : illustrations, portraits ; 21 cm. 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. Robert B. Cialdini. 1st Collins business essentials ed. Includes bibliographical references (p. [293]-309) and index. Influence (Psychology) Persuasion (Psychology) Compliance BF774 .C53 2007 9780061241895 006124189X 77527024 160706 20180405205352.0