Cialdini, Robert B. Influence : : the psychology of persuasion / [electronic resource] / Robert B. Cialdini.. — Rev. ed.. — New York : : Morrow,, c1993.. — xiv, 320 p. : : ill. ; 24 cm.

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 -- Epilogue. Instant influence : primitive consent for an automatic age.



ISBN: 0688128165 (alk. paper) : $13.00 9780688128166 (alk. paper)

LCCN: 93002549

Subjects--Topical Terms:
Influence (Psychology)
Persuasion (Psychology)
Compliance.
Influence (Psychologie)
Persuasion (Psychologie)
Complaisance.
Sociale beïnvloeding.
Overreding.

LC Class. No.: BF774 / .C55 1993

Dewey Class. No.: 153.8/52