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Influence : science and practice / Robert B. Cialdini.

By: Cialdini, Robert B [author.].
Material type: TextTextPublisher: Harlow : Pearson Education Limited, 2014. ©2014Edition: 5th edition; Pearson new international edition.Description: 1 online resource (272 pages).Content type: text Media type: computer Carrier type: online resourceISBN: 9781292022291; 9781292035499; 1292035498.Subject(s): Compliance | Influence (Psychology) | Persuasion (Psychology)Online resources: Read Full Text Online | Limited Access (1 User)
Contents:
1. Weapons of influence -- Reciprocation: the old give and take ... and take -- 3. Commitment and consistency: hobgoblins of the mind -- 4. Social proof: truths are us -- 5. Liking: the friendly thief -- 6. Authority: directed deference -- 7. Instant influence: primitive consent for an automatic age -- 8. Scarcity: the rule of the few.
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https://www.dawsonera.com/Shibboleth.sso/Login?entityID=https://idp.imi.ie/saml2/idp/metadata.php&target=https://www.dawsonera.com/depp/shibboleth/ShibbolethLogin.html?dest=https://www.dawsonera.com/abstract/9781292035499 1 Available (Limited) Limited Access (1 User)
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Includes index.

1. Weapons of influence -- Reciprocation: the old give and take ... and take -- 3. Commitment and consistency: hobgoblins of the mind -- 4. Social proof: truths are us -- 5. Liking: the friendly thief -- 6. Authority: directed deference -- 7. Instant influence: primitive consent for an automatic age -- 8. Scarcity: the rule of the few.

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