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Influence : science and practice

Author: Robert B Cialdini
Publisher: Harlow : Pearson Education, 2008.
Edition/Format:   Print book : English : 5. international edView all editions and formats
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Document Type: Book
All Authors / Contributors: Robert B Cialdini
ISBN: 9780205609994 0205609996
OCLC Number: 476204687
Description: 259 s., v. : illustrations (pbk)
Contents: All chapters conclude with "Summary" and "Study Questions." Preface --
Introduction --
1. Weapons of Influence --
Click, Whirr --
Betting the Shortcut Odd --
The Profiteers --
Jujitsu --
Reader's Report --
2. Reciprocation: The Old Give and Take! and Take --
How the Rule Works --
Reciprocal Concessions --
Rejection-Then-Retreat --
Defense --
Reader's Report --
3.Commitment and Consistency: Hobgoblins of the Mind --
Whirring Along --
Commitment Is the Key --
Defense --
Reader's Report --
4. Social Proof: Truths Are Us. The Principle of Social Proof --
Cause of Death: Uncertain(ty). Monkey Me, Monkey Do. Defense --
Reader's Report --
5. Liking: The Friendly Thief --
Making Friends to Influence People --
Why Do I Like You? --
Let Me List the Reasons --
Conditioning and Association --
Defense --
Reader's Report --
6. Authority: Directed Deference --
The Power of Authority Pressure --
The Allures and Dangers of Blind Obedience --
Connotation Not Content --
Defense --
Reader's Report --
7. Scarcity: The Rule of the Few --
Less Is Best and Loss Is Worst --
Psychological Reactance --
Optimal Conditions --
Defense --
Reader's Report --
8. Instant Influence: Primitive Consent for an Automatic Age --
Primitive Automaticity --
Modern Automaticity --
Shortcuts Shall Be Sacred --
References --
Credits --
Index.
Responsibility: Robert B. Cialdini.

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