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Influence Science And Practice 5th Edition By Cialdini -Test Bank
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,Instructor’s Manual and Test Bankfor
Cialdini
Influence
Science and Practice
Fifth Edition
prepared by
Chad R. Mortensen
Arizona State University
with
Brad J. Sagarin
Northern Illinois University
Boston New York San Francisco
Mexico City Montreal Toronto London Madrid Munich Paris
Hong Kong Singapore Tokyo Cape Town Sydney
,Copyright © 2009 Pearson Education, Inc.
All rights reserved. The contents, or parts thereof, may be reproduced with Influence:
Science and Practice, Fifth Edition, by Robert B. Cialdini, provided such reproductions
bear copyright notice, but may not be reproduced in any form for any other purpose
without written permission from the copyright owner.
To obtain permission(s) to use the material from this work, please submit a written
request to Pearson Higher Education, Rights and Contracts Department, 501 Boylston St.,
Suite 900, Boston, MA 02116 or fax your request to 617-671-3447.
ISBN-13: 978-0-205-61002-0
ISBN-10: 0-205-61002-1
Printed in the United States of America
10 9 8 7 6 5 4 3 2 1 12 11 10 09 08
, Instructor’s Manual and Test Bank Contents
Chapter 1 Weapons of Influence 1
Chapter 2 Reciprocation 9
Chapter 3 Commitment and Consistency 21
Chapter 4 Social Proof 37
Chapter 5 Liking 39
Chapter 6 Authority 49
Chapter 7 Scarcity 56
Chapter 8 Instant Influence 66
References 71
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