Techniques of Social Influence
Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the cha...
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| Format: | Online |
| Sprache: | Englisch |
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Taylor & Francis
2025
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| Online-Zugang: | ONIX_20250527T122911_9781317599647_65 |
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| _version_ | 1869519190213263360 |
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| author | Dolinski, Dariusz |
| author_browse | Dolinski, Dariusz |
| author_facet | Dolinski, Dariusz |
| author_sort | Dolinski, Dariusz |
| collection | Directory of Open Access Books |
| description | Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the chances of their requests being fulfilled. It both describes each of the techniques in question and explores the research behind them, considering questions such as: How do we know that they work? Under what conditions are they more or less likely to be effective? How might individuals successfully resist attempts by others to influence them? The book groups social influence techniques according to a common characteristic: for instance, early chapters describe "sequential" techniques, and techniques involving egotistic mechanisms, such as using the name of one’s interlocutor. Later chapters present techniques based on gestures and facial movements, and others based on the use of specific words, re-examining on the way whether "please" really is a magic word. In every case, author Dariusz Dolinski discusses the existing experimental studies exploring their effectiveness, and how that effectiveness is enhanced or reduced under certain conditions. The book draws on historical material as well as the most up-to-date research, and unpicks the methodological and theoretical controversies involved. The ideal introduction for psychology graduates and undergraduates studying social influence and persuasion, Techniques of Social Influence will also appeal to scholars and students in neighbouring disciplines, as well as interested marketing professionals and practitioners in related fields. |
| format | Online |
| id | doab-20.500.12854ir-160588 |
| institution | Directory of Open Access Books |
| language | eng |
| publishDate | 2025 |
| publishDateRange | 2025 |
| publishDateSort | 2025 |
| publisher | Taylor & Francis |
| publisherStr | Taylor & Francis |
| record_format | ojs |
| spelling | doab-20.500.12854ir-1605882025-05-28T05:23:40Z Techniques of Social Influence Dolinski, Dariusz Social Influence Techniques persuasion Young Man human behaviour Cognitive Resource Depletion human behavior Ivory Coast self-presentation Actual Study Participant compliance gaining Low Ball Technique interpersonal communication Participant’s Exit Vice Versa Mood Congruity Effect Target Request Credit Hours Easy Request Difficult Request Goal Gradient Hypothesis Robert Cialdini Road Safety Organization Tv Preference Randomly Assigned Cable Tv Subscription Initial Request Dialogue Engagement thema EDItEUR::J Society and Social Sciences::JM Psychology::JMH Social, group or collective psychology thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJS Sales and marketing Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the chances of their requests being fulfilled. It both describes each of the techniques in question and explores the research behind them, considering questions such as: How do we know that they work? Under what conditions are they more or less likely to be effective? How might individuals successfully resist attempts by others to influence them? The book groups social influence techniques according to a common characteristic: for instance, early chapters describe "sequential" techniques, and techniques involving egotistic mechanisms, such as using the name of one’s interlocutor. Later chapters present techniques based on gestures and facial movements, and others based on the use of specific words, re-examining on the way whether "please" really is a magic word. In every case, author Dariusz Dolinski discusses the existing experimental studies exploring their effectiveness, and how that effectiveness is enhanced or reduced under certain conditions. The book draws on historical material as well as the most up-to-date research, and unpicks the methodological and theoretical controversies involved. The ideal introduction for psychology graduates and undergraduates studying social influence and persuasion, Techniques of Social Influence will also appeal to scholars and students in neighbouring disciplines, as well as interested marketing professionals and practitioners in related fields. 2025-05-28T05:23:39Z 2025-05-28T05:23:39Z 2025-05-27T10:40:07Z 2015 book ONIX_20250527T122911_9781317599647_65 https://library.oapen.org/handle/20.500.12657/102788 9781317599647 9781138815193 9781315746876 9781138815179 9781317599623 9781317599630 https://directory.doabooks.org/handle/20.500.12854/160588 eng open access image/jpeg Attribution-NonCommercial-NoDerivatives 4.0 International https://library.oapen.org/bitstream/20.500.12657/102788/1/9781317599647.pdf Taylor & Francis Routledge 10.4324/9781315746876 10.4324/9781315746876 fa69b019-f4ee-4979-8d42-c6b6c476b5f0 d67cd062-fae3-4373-bd67-114b3b1cb537 9781317599647 9781138815193 9781315746876 9781138815179 9781317599623 9781317599630 Routledge 196 Oxford [...] open access |
| spellingShingle | Social Influence Techniques persuasion Young Man human behaviour Cognitive Resource Depletion human behavior Ivory Coast self-presentation Actual Study Participant compliance gaining Low Ball Technique interpersonal communication Participant’s Exit Vice Versa Mood Congruity Effect Target Request Credit Hours Easy Request Difficult Request Goal Gradient Hypothesis Robert Cialdini Road Safety Organization Tv Preference Randomly Assigned Cable Tv Subscription Initial Request Dialogue Engagement thema EDItEUR::J Society and Social Sciences::JM Psychology::JMH Social, group or collective psychology thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJS Sales and marketing Dolinski, Dariusz Techniques of Social Influence |
| title | Techniques of Social Influence |
| title_full | Techniques of Social Influence |
| title_fullStr | Techniques of Social Influence |
| title_full_unstemmed | Techniques of Social Influence |
| title_short | Techniques of Social Influence |
| title_sort | techniques of social influence |
| topic | Social Influence Techniques persuasion Young Man human behaviour Cognitive Resource Depletion human behavior Ivory Coast self-presentation Actual Study Participant compliance gaining Low Ball Technique interpersonal communication Participant’s Exit Vice Versa Mood Congruity Effect Target Request Credit Hours Easy Request Difficult Request Goal Gradient Hypothesis Robert Cialdini Road Safety Organization Tv Preference Randomly Assigned Cable Tv Subscription Initial Request Dialogue Engagement thema EDItEUR::J Society and Social Sciences::JM Psychology::JMH Social, group or collective psychology thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJS Sales and marketing |
| topic_facet | Social Influence Techniques persuasion Young Man human behaviour Cognitive Resource Depletion human behavior Ivory Coast self-presentation Actual Study Participant compliance gaining Low Ball Technique interpersonal communication Participant’s Exit Vice Versa Mood Congruity Effect Target Request Credit Hours Easy Request Difficult Request Goal Gradient Hypothesis Robert Cialdini Road Safety Organization Tv Preference Randomly Assigned Cable Tv Subscription Initial Request Dialogue Engagement thema EDItEUR::J Society and Social Sciences::JM Psychology::JMH Social, group or collective psychology thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJS Sales and marketing |
| url | ONIX_20250527T122911_9781317599647_65 |
| work_keys_str_mv | AT dolinskidariusz techniquesofsocialinfluence |