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Book Cover
Author Cialdini, Robert B.

Title Influence : science and practice / Robert B. Cialdini
Edition Fourth edition
Published Boston, MA : Allyn and Bacon, [2001]


Location Call no. Vol. Availability
 MELB  153.852 Cia/Isa  DUE 24-10-19
Description x, 262 pages : illustrations ; 23 cm
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
Summary 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
Bibliography Includes bibliographical references (pages 241-256) and index
Subject Influence (Psychology)
Persuasion (Psychology)
Persuasive Communication.
LC no. 00026647
ISBN 0321011473 alkaline paper