Techniques of social influence : the psychology of gaining compliance / / Dariusz Dolinski

• Record Nr.: UNINA9910404150903321
• Autore: Dolinski Dariusz
• Pubbl/distr/stampa: London, [England] ; ; New York, New York : , : Routledge, , 2016; ©2016
• ISBN: 1-317-59964-0; 1-315-74687-5; 1-317-59963-2
• Edizione: [First edition.]
• Descrizione fisica: 1 online resource (197 p.)
• Disciplina: 302/.13; 302.13
• Soggetti: Social influence
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Description based upon print version of record.
• Nota di bibliografia: Includes bibliographical references and index.
• Nota di contenuto: TECHNIQUES OF SOCIAL INFLUENCE-FRONT COVER; TECHNIQUES OF SOCIAL INFLUENCE; TITLE PAGE; COPYRIGHT; CONTENTS; ILLUSTRATIONS; CHAPTER 1: INTRODUCTION; CHAPTER 2: SEQUENTIAL TECHNIQUES OF SOCIAL INFLUENCE; Foot-in-the-door; Four walls and repeating "yes"; Door-in-the-face; Foot-in-the-face; Dump-and-chase; Low ball; Summary; CHAPTER 3: TECHNIQUES INVOLVING EGOTISTIC AND SELF-PRESENTATION MECHANISMS; Using the name of one's interlocutor; Incidental similarity; Induction of hypocrisy; A witness to an interaction; Summary; CHAPTER 4: THE ROLE OF WORDING THE REQUEST; "Please" - is it always the magic word?Even a penny will help; But you are free!; Labelling and asking questions; How are you feeling?; Dialogue involvement; The power of imagination; Summary; CHAPTER 5: INTERACTION DYNAMICS AND THE SURPRISE FACTOR; That's not all; Disruption-then-reframe; The pique technique - requesting in an unusual manner; Gaze; Touch; Summary; CHAPTER 6: TECHNIQUES OF SOCIAL INFLUENCE USING MOOD AND EMOTION; Physiological arousal; The role of positive and negative mood; Fear and anxiety; The feeling of guilt and shame; Embarrassment; Emotional see-saw; Summary; CHAPTER 7: A FEW MORE ISSUES AND FINAL REMARKSAcademic researchers vs practitioners of social influence; Catalysts of social influence; Unethical social influence; How to study social influence techniques. A short guide for students and novice researchers; REFERENCES; INDEX
• Sommario/riassunto: This accessible text provides an overview of different social influence techniques, which people use in order to make others meet various requests, suggestions and commands. Author Dariusz Dolinski does not merely describe these techniques, but also explores the research behind them: how do we know that they work, and under what conditions are they more or less likely to be effective. A perfect introduction for psychology graduates and undergraduates studying social influence and persuasion, this original text will also appeal to scholars and students in neighboring disciplines, as well as interested practitioners in the field of sales and marketing.