Influence : how and why people agree to things / Robert B. Cialdini.

By: Cialdini, Robert B Material type: Text

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

Contents:

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.

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode	Item holds
Text	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

Total holds: 0

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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