Robert B. Cialdini. Influence: Science and Practice. Pearson Education Limited. 2014.
Abstract
- 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