INFLUENCE The Psychology of Persuasion ROBERT B. CIALDINI PH.D. This book is dedicated to Chris, who glows in his father’s eye Contents Introduction v 1 Weapons of Influence 1 2 Reciprocation: The Old Give and Take…and Take 13 3 Commitment and Consistency: Hobgoblins of the Mind 43 4 Social Proof: Truths Are Us 87 5 Liking: The Friendly Thief 126 6 Authority: Directed Deference 157 7 Scarcity: The Rule of the Few 178 Epilogue
Words: 111189 - Pages: 445
thomas a . meyer How Great companies Get Started in terrible times Innovate! Innovate! How Great Companies Get Started in Terrible Times THOMAS A. MEYER John Wiley & Sons, Inc. Copyright © 2010 by Thomas A. Meyer. All rights reserved. Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical
Words: 58226 - Pages: 233
Project Management Project and Programme Management Resources for Students Gower have teamed up with a major provider of project management training, ESI International, to bring you a range of project and programme resources to support your learning. Visit www.projectmanagement9.com and: • • • • Download white papers on topics as diverse as the project communication, project leadership, risk management and project troubleshooting. View professional project webinars from some of the leading
Words: 232485 - Pages: 930
INFLUENCE The Psychology of Persuasion ROBERT B. CIALDINI PH.D. This book is dedicated to Chris, who glows in his father’s eye Contents Introduction 1 Weapons of Influence 2 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 Scarcity: The Rule of the Few Epilogue Instant Influence: Primitive Consent for an Automatic Age Notes Bibliography Index
Words: 111189 - Pages: 445
Fundamentals of Business Process Management Marlon Dumas r Marcello La Rosa Jan Mendling r Hajo A. Reijers Fundamentals of Business Process Management r Marlon Dumas Institute of Computer Science University of Tartu Tartu, Estonia Marcello La Rosa Queensland University of Technology and NICTA Brisbane, Australia Jan Mendling Institute for Information Business Vienna University of Economics and Business Vienna, Austria Hajo A. Reijers Department of Mathematics and Computer Science Eindhoven
Words: 73685 - Pages: 295
Sociological Theories A sociological theory is a set of ideas that provides an explanation for human society. Theories are selective in terms of their priorities and perspectives and the data they define as significant. As a result they provide a particular and partial view of reality. Sociological theories can be grouped together according to a variety of criteria. The most important of these is the distinction between Structural and Social action theories. Structural or macro perspectives
Words: 9486 - Pages: 38
GREEN BUILDING GUIDE Design Techniques, Construction Practices & Materials for Affordable Housing RCAC GREEN BUILDING GUIDE Design Techniques, Construction Practices & Materials for Affordable Housing Principal Author Craig Nielson, LEED AP Rural Community Assistance Corporation Co-authors Connie Baker Wolfe Rural Community Assistance Corporation Dave Conine Rural Community Assistance Corporation Contributor Art Seavey Rural Community Assistance Corporation Design Dave Conine
Words: 32710 - Pages: 131
CHAPTER P10 PETROLEUM ACT • Laws • Subsidiary Legislation • LAWS ARRANGEMENT OF SECTIONS 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. Vesting of petroleum in the State, etc. Oil exploration licences, oil prospecting licences and oil mining leases. Refineries. Control of petroleum products. Offences in connection with the distribution of petroleum products. Price control. Rights of pre-emption. Power and duties of public officers. Regulations. Discharge
Words: 58070 - Pages: 233
City São Paulo Sydney Hong Kong Seoul Singapore Taipei Tokyo Editor in Chief: Stephanie Wall Senior Acquisitions Editor: April Cole Editorial Project Manager: Claudia Fernandes Director of Marketing: Maggie Moylan Senior Marketing Manager: Nikki Ayana Jones Marketing Assistant: Gianna Sandri Senior Managing Editor: Judy Leale Production Project Manager: Kelly Warsak Senior Operations Supervisor: Arnold Vila Operations Specialist: Cathleen Petersen Creative Director: Blair Brown Senior
Words: 154599 - Pages: 619
expressed in this publication do not necessarily reflect the views of the United States Agency for International Development or the United States Government. FOREWORD This paper was written as part of the Accelerated Microenterprise Advancement Project (AMAP) Business Development Services Knowledge and Practice (BDS K&P) research initiative. The AMAP BDS initiative’s major objective is “integrating micro and small enterprises into productive value chains to create wealth in poor communities.”
Words: 33700 - Pages: 135
