LEADER 03870nam 22006253 450 001 9910404150903321 005 20240424230109.0 010 $a1-317-59964-0 010 $a1-315-74687-5 010 $a1-317-59963-2 024 7 $a10.4324/9781315746876 035 $a(CKB)3710000000441378 035 $a(EBL)2082928 035 $a(SSID)ssj0001515710 035 $a(PQKBManifestationID)12629739 035 $a(PQKBTitleCode)TC0001515710 035 $a(PQKBWorkID)11482249 035 $a(PQKB)11190123 035 $a(MiAaPQ)EBC2082928 035 $a(OCoLC)958108940 035 $a(oapen)https://directory.doabooks.org/handle/20.500.12854/38901 035 $a(MiAaPQ)EBC7245009 035 $a(Au-PeEL)EBL7245009 035 $a(EXLCZ)993710000000441378 100 $a20231110h20162016 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aTechniques of social influence $ethe psychology of gaining compliance /$fDariusz Dolinski 205 $aFirst edition. 210 1$aLondon, [England] ;$aNew York, New York :$cRoutledge,$d2016. 210 4$dİ2016 215 $a1 online resource (197 p.) 300 $aDescription based upon print version of record. 311 $a1-138-81519-5 311 $a1-138-81517-9 320 $aIncludes bibliographical references and index. 327 $aTECHNIQUES 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 327 $a"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 327 $aCHAPTER 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 330 $aThis 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. 606 $aSocial influence 615 0$aSocial influence. 676 $a302/.13 676 $a302.13 700 $aDolinski$b Dariusz$0881723 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910404150903321 996 $aTechniques of social influence$91969174 997 $aUNINA