Influence - The Psychology of Persuasion (Collins Business Essentials) by Robert B. Cialdini (z-lib.org)

Wood, Robert, 265, 266
Worchel, Stephen, 256
World War I, 29
World War II, 70
Wriston, Walter, 275
written testaments:
publicizing of, 81–82
self-image and, 76–80

Xerox study, 4–5, 281n

Yale University, 211
Young, Robert, 220, 221, 230–231

Zappa, Frank, 272–273
Zweigenhaft, Richard, 290n

Robert B. Cialdini Ph.D / 263