Influence : how and why people agree to things / Robert B. Cialdini.
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TextLanguage: English Publication details: New York : Quill, c1984. Description: 302 p. : ill. ; 24 cmISBN: 0688041078 (pbk.)Subject(s): Influence (Psychology) | Persuasion (Psychology)DDC classification: 808.5'1 LOC classification: BF637.P4 | C5 1985Online resources: WorldCat details | Item type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode | Item holds |
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Dr. S. R. Lasker Library, EWU Reserve Section | Non-fiction | 808.5'1 CII 1984 (Browse shelf(Opens below)) | C-1 | Not For Loan | 4705 |
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| 808.5 MUS 1979 Speech : | 808.5 WHP 1978 Practical public speaking / | 808.5077 GIA 1976 Audience analysis : | 808.5'1 CII 1984 Influence : | 808.51 BAP 1977 Practical uses of speech communication / | 808.51 EHP 1984 Principles of speech communication / | 808.51 FLH 1973 How to design and deliver a speech / |
Includes index
Bibliography: p. 282-294
TOC Introduction --
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 theif --
Authority : directed deference --
Scarcity : the rule of the few --
Epilogue : Instant influence : primitive consent for an automatic age.
Sociology
Rokon Mahamud
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