Influence : the psychology of persuasion /
By: Cialdini, Robert B.
Publisher: New York : Harper Collins, c2007Edition: Rev. ed.Description: xiv, 320 p. : ill., plates ; 24 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 006124189X; 9780061241895:; 9780061241895.Subject(s): Marketing | Influence (Psychology) | Persuasion (Psychology) | ComplianceDDC classification: 153.852Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
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Standard Loan | ATU Sligo Yeats Library Main Lending Collection | 153.852 CIA (Browse shelf(Opens below)) | 1 | Available | 0064323 |
Includes bibliography and index.
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.
Dr Robert Cialdini explains the six psychological principles that drive the human impulse to comply to the pressures of others and reveals how to defend oneself against manipulation.