MARC Record from marc_columbia

LEADER: 03926cam a2200517 i 4500
001 15106644
005 20220618232254.0
006 m o d
007 cr cnu|||unuuu
008 150707s2016 enk ob 001 0 eng d
035 $a(OCoLC)ocn913375456
035 $a(NNC)15106644
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019 $a913562380
020 $a9781317599647$q(electronic bk.)
020 $a1317599640$q(electronic bk.)
020 $z9781138815179
020 $z1138815179
020 $z1138815195
020 $z1317599632
020 $z1317599624
035 $a(OCoLC)913375456$z(OCoLC)913562380
037 $a809495$bMIL
050 4 $aHM1176
072 7 $aPSY$x031000$2bisacsh
082 04 $a302/.13$223
049 $aZCUA
100 1 $aDoliński, Dariusz.
245 10 $aTechniques of social influence :$bthe psychology of gaining compliance /$cDariusz Dolinski.
264 1 $aHove, East Sussex ;$aNew York, NY :$bRoutledge,$c2016.
300 $a1 online resource
336 $atext$btxt$2rdacontent
337 $acomputer$bc$2rdamedia
338 $aonline resource$bcr$2rdacarrier
504 $aIncludes bibliographical references and index.
588 0 $aVendor-supplied metadata.
505 0 $aIntroduction -- Sequential 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.
520 8 $aEvery 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
506 0 $aOpen Access$5EbpS
650 0 $aSocial influence.
650 6 $aInfluence sociale.
650 7 $aPSYCHOLOGY$xSocial Psychology.$2bisacsh
650 7 $aSocial influence.$2fast$0(OCoLC)fst01122536
655 4 $aElectronic books.
856 40 $uhttp://www.columbia.edu/cgi-bin/cul/resolve?clio15106644$zTaylor & Francis eBooks
852 8 $blweb$hEBOOKS