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"There are six basic ... principles of influence: reciprocation, commitment and consistency, social proof, liking, authority, and scarcity."
Source
Robert Cialdini — Influence
Cialdini, Influence (1984)
Author
Robert B. Cialdini
Date
1984
Credibility & evidentiary value

Widely used framework of persuasion levers. Useful for spotting manipulation; the same levers also describe ordinary, honest communication.

Citation · Chicago

Robert B. Cialdini, Influence: The Psychology of Persuasion (New York: Morrow, 1984).

Used in topics
Scholarly SynthesisA Field Guide to the Biases That Fool YouScholarly SynthesisThe Six Levers of PersuasionScholarly SynthesisThe Seven Devices of Propaganda
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