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Princeton University Library Catalog
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Influence : science and practice / Robert B. Cialdini.
Author
Cialdini, Robert B.
[Browse]
Format
Book
Language
English
Εdition
4th ed.
Published/Created
Boston, MA : Allyn and Bacon, 2001.
Description
x, 262 p. : ill. ; 23 cm.
Availability
Copies in the Library
Location
Call Number
Status
Location Service
Notes
ReCAP - Remote Storage
BF774 .C53 2001
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Stokes Library - Wallace Hall (SPIA)
BF774 .C53 2001
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Details
Subject(s)
Influence (Psychology)
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Persuasion (Psychology)
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Compliance
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Summary note
This book is an examination of the psychology of compliance. Written in a narrative style the author combines research and his own experience with the techniques and strategies commonly used to gain compliance and to influence the outcome.
Bibliographic references
Includes bibliographical references and index.
Contents
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.
Show 5 more Contents items
ISBN
0321011473 ((pbk. ; : alk. paper))
9780321011473 ((pbk. ; : alk. paper))
0321188950
9780321188953
LCCN
00026647
OCLC
43607370
Statement on language in description
Princeton University Library aims to describe library materials in a manner that is respectful to the individuals and communities who create, use, and are represented in the collections we manage.
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