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  • 1
    Online Resource
    Online Resource
    [Erscheinungsort nicht ermittelbar] : Taylor & Francis
    Language: English
    Pages: 1 Online-Ressource (196 p.)
    Keywords: Behavioural economics ; Social, group or collective psychology
    Abstract: 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
    Note: English
    Library Location Call Number Volume/Issue/Year Availability
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  • 2
    Online Resource
    Online Resource
    Milton : Taylor & Francis Group | Ann Arbor, Michigan : ProQuest
    ISBN: 9781317599630
    Language: English
    Pages: 1 Online-Ressource (197 pages)
    DDC: 302/.13
    Keywords: Electronic books
    Note: Description based on publisher supplied metadata and other sources
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  • 3
    Online Resource
    Online Resource
    [Erscheinungsort unbekannt] | The Hague : OAPEN Foundation
    ISBN: 9781138815179 , 9781138815193 , 9781315746876
    Language: English
    Pages: 1 Online-Ressource (196 Seiten)
    DDC: 302.13
    Abstract: 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.
    Library Location Call Number Volume/Issue/Year Availability
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  • 4
    Online Resource
    Online Resource
    [s.l.] :Taylor & Francis,
    ISBN: 9781317599647 , 1317599640
    Language: English
    Pages: 1 online resource (188 p.)
    Edition: 1 ed.
    DDC: 302/.13
    Keywords: Economics. ; Économie politique. ; economics. ; Psychology / Social Psychology. ; Business & Economics / Consumer Behavior. ; Economics. ; Electronic books.
    Abstract: 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.
    URL: Image  (Thumbnail cover image)
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  • 5
    ISBN: 9781000077834
    Language: English
    Pages: 1 online resource (167 pages)
    Parallel Title: Erscheint auch als
    DDC: 302
    Keywords: Electronic books ; Milgram, Stanley
    Abstract: Cover -- Half Title -- Title Page -- Copyright Page -- Table of Contents -- Preface -- Chapter 1: Introduction: It happened in new haven! -- Chapter 2: The what and why of stanley milgram's experiments -- Chapter 3: How did milgram do it? -- Study 1 -- Study 2 -- Study 3 -- Study 4 -- Study 5 -- Study 6 -- Study 7 -- Study 8 -- Study 9 -- Study 10 -- Study 11 -- Study 12 -- Study 13 -- Study 14 -- Study 15 -- Study 16 -- Study 17 -- Study 18 -- Study 19 -- Study 20 -- Study 21 -- Study 22 -- Study 23 -- Study 24 -- Chapter 4: Not just electricity -- Chapter 5: Why are they so extremely obedient?: In search of the psychological mechanism -- Chapter 6: Ethical dilemmas on the road to scientific truth -- Chapter 7: Multiple foot-in-the-door and obedience -- Chapter 8: Are you going to be less obedient if there is a real possibility of the victim "Repaying" you? -- Chapter 9: Would you electrocutea woman? -- Chapter 10: Individual differences and behavior during the experiment -- Chapter 11: What if we don't pay them upfront? -- Chapter 12: I would have stopped sooner -- Chapter 13: What our program did and did not ascertain -- Part one - Discovering the hidden strength of social situations -- Part two - Learning to change -- Part three - Getting down to work -- Chapter 14: A present-day man - an obedient man -- Chapter 15: What can be done to reduce the scale of pathological obedience? -- Conclusion -- References -- Index of surnames -- Index of terms.
    Note: Description based on publisher supplied metadata and other sources
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  • 6
    ISBN: 9781000612677
    Language: English
    Pages: 1 online resource (273 pages)
    Parallel Title: Erscheint auch als
    DDC: 302/.13
    Keywords: Social influence ; Electronic books
    Abstract: 100 Effective Techniques of Social Influence provides a revolutionary look into the effectiveness of many techniques of social influence, providing an overview of the ways in which people use techniques to persuade others to meet various requests, suggestions, and commands.
    Abstract: Intro -- Endorsements -- Half Title -- Title Page -- Copyright Page -- Contents -- Introduction -- 1. Sequential techniques -- Technique # 1 Foot-in-the-door -- Idea -- Research -- Mechanism -- Technique # 2 Two (or even more) feet in the door -- Idea -- Research -- Mechanism -- Technique # 3 Four walls (Repeating yes) -- Idea -- Research -- Mechanism -- Technique # 4 Service request -- Idea -- Research -- Mechanism -- Technique # 5 Give to take (Reciprocity) -- Idea -- Research -- Mechanism -- Technique # 6 Indirect reciprocity -- Idea -- Research -- Mechanism -- Technique # 7 We've already given (Reciprocity-by-proxy) -- Idea -- Research -- Mechanism -- Technique # 8 Door-in-the-face -- Idea -- Research -- Mechanism -- Technique # 9 Two-door-in-the-face -- Idea -- Research -- Mechanism -- Technique # 10 Door-then-foot technique -- Idea -- Research -- Mechanism -- Technique # 11 Foot-in-the-face -- Idea -- Research -- Mechanism -- Technique # 12 Low ball -- Idea -- Research -- Mechanism -- Technique # 13 The lure -- Idea -- Research -- Mechanism -- Technique # 14: Two-in-one: Low-ball combined with foot-in-the-door -- Idea -- Research -- Mechanism -- Technique # 15 Dump and chase -- Idea -- Research -- Mechanism -- 2. Emotions -- Technique # 16 Take advantage of her (or his) good mood -- Idea -- Research -- Mechanism -- Technique # 17 Take advantage of her (or his) bad mood -- Idea -- Research -- Mechanism -- Technique # 18 Physiological arousal -- Idea -- Research -- Mechanism -- Technique # 19 Guilt -- Idea -- Research -- Mechanism -- Technique # 20 Shame -- Idea -- Research -- Mechanism -- Technique # 21 Embarrassment -- Idea -- Research -- Mechanism -- Technique # 22 Fear and anxiety -- Idea -- Research -- Mechanism -- Technique # 23 Anticipatory regret -- Idea -- Research -- Mechanism -- Technique # 24 You will regret not thinking this over.
    Note: Description based on publisher supplied metadata and other sources
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  • 7
    ISBN: 9780367503215 , 9780367503208
    Language: English
    Pages: viii, 158 Seiten , Illustrationen
    Uniform Title: Posłuszni do bólu
    Parallel Title: Erscheint auch als Doliński, Dariusz Social psychology of obedience towards authority
    DDC: 302
    Keywords: Milgram, Stanley ; Obedience ; Authority ; Social psychology
    Abstract: "This rich volume explores the complex problem of obedience and conformity, re-examining Stanley Milgram's famous electric shock study, and presenting the findings of the most extensive empirical study on obedience toward authority since Milgram's era. Dolinski and Grzyb refer to their own series of studies testing various hypotheses from Milgram's and others' research, examining underlying obedience mechanisms as well as factors modifying the degree of obedience displayed by individuals in different situations. They offer their theoretical model explaining subjects' obedience in Milgram's paradigm and describe numerous examples of the destructive effect of thoughtless obedience both in our daily lives as well as in crucial historical events, stressing the need for critical thinking when issued with a command. Concluding with reflections on how to prevent the danger of destructive obedience to authority, this insightful volume will be fascinating reading for students and academics in social psychology, as well as those in fields concerned with complex social problems"--
    Note: Includes bibliographical references and index
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  • 8
    ISBN: 9781032283920 , 9781032283913
    Language: English
    Pages: x, 261 Seiten
    Parallel Title: Erscheint auch als Doliński,, Dariusz 100 effective techniques of social influence
    DDC: 302/.13
    RVK:
    Keywords: Social influence
    Abstract: "100 Effective Techniques of Social Influence provides a revolutionary look into the effectiveness of many techniques of social influence, providing an overview of the ways in which people use techniques to persuade others to meet various requests, suggestions, and commands. For each technique, the authors explore the idea behind it, what empirical research says about it, and what the psychological mechanism behind its effectiveness is, aka, why it works"--
    Note: Includes bibliographical references and index
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  • 9
    ISBN: 9781138815193 , 9781138815179
    Language: English
    Pages: VIII, 187 S. , Ill., graph. Darst.
    DDC: 302/.13
    Keywords: Social influence ; Sozialpsychologie ; Beeinflussung ; Interaktion
    Description / Table of Contents: IntroductionSequential techniques of social influence -- Techniques involving egotistic and self-presentation mechanisms -- The role of wording the request -- Interaction dynamics and the surprise factor -- Techniques of social influence using mood and emotion -- A few more issues and final remarks -- How to study social influence techniques : a short guide for students and -- Beginning researchers -- References -- Author index -- Subject index.
    Note: Literaturverz. S. [169] - 184
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  • 10
    ISBN: 9781138815179 , 9781138815193 , 9781315746876 , 9781317599623 , 9781317599630 , 9781317599647
    Language: English
    Pages: Online-Ressource (1 online resource (viii, 187 pages)) , illustrations, text file, PDF
    Edition: First edition (Online-Ausg.)
    DDC: 302/.13
    Keywords: Social influence Electronic books ; Social influence ; Electronic books ; Electronic books ; Electronic books
    Abstract: 1. Introduction -- 2. Sequential techniques of social influence -- 3. Techniques involving egotistic and self-presentation mechanisms -- 4. The role of wording the request -- 5. Interaction dynamics and the surprise factor -- 6. Techniques of social influence using mood and emotion -- 7. A few more issues and final remarks
    Note: Includes bibliographical references and index
    URL: Volltext  (kostenfrei)
    URL: Volltext  (kostenfrei)
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