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 StorageBF774 .C53 2001 Browse related items Request
    Stokes Library - Wallace Hall (SPIA) BF774 .C53 2001 Browse related items Request

      Details

      Subject(s)
      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.
      ISBN
      • 0321011473 ((pbk. ; : alk. paper))
      • 9780321011473 ((pbk. ; : alk. paper))
      • 0321188950
      • 9780321188953
      LCCN
      00026647
      OCLC
      43607370
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