Influence : science and practice 9780061899874, 0061899879, 9780061899881, 0061899887, 9780061899904, 0061899909, 9780061241895, 006124189X

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Influence : science and practice
 9780061899874, 0061899879, 9780061899881, 0061899887, 9780061899904, 0061899909, 9780061241895, 006124189X

Table of contents :
Content: 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 --
Epilogue. Instant influence : primitive consent for an automatic age.

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