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Affinity-liking, Similarity, and Attraction in Interpersonal Relationships Creating Compliance-giving Behaviors

2009 Compliance
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Release : 2009
Genre : Compliance
Kind : eBook
Book Rating : /5 ( reviews)

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Book Synopsis Affinity-liking, Similarity, and Attraction in Interpersonal Relationships Creating Compliance-giving Behaviors by : Keren Miriam Pounds

Download or read book Affinity-liking, Similarity, and Attraction in Interpersonal Relationships Creating Compliance-giving Behaviors written by Keren Miriam Pounds. This book was released on 2009. Available in PDF, EPUB and Kindle. Book excerpt:

Techniques of Social Influence

2015-07-03 Psychology
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Release : 2015-07-03
Genre : Psychology
Kind : eBook
Book Rating : 632/5 ( reviews)

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Book Synopsis Techniques of Social Influence by : Dariusz Dolinski

Download or read book Techniques of Social Influence written by Dariusz Dolinski. This book was released on 2015-07-03. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Influence

1988 Business & Economics
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Release : 1988
Genre : Business & Economics
Kind : eBook
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Book Synopsis Influence by : Robert B. Cialdini

Download or read book Influence written by Robert B. Cialdini. This book was released on 1988. Available in PDF, EPUB and Kindle. Book excerpt: Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes". Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. Copyright © Libri GmbH. All rights reserved.

Friendship and Social Interaction

2012-12-06 Psychology
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Release : 2012-12-06
Genre : Psychology
Kind : eBook
Book Rating : 809/5 ( reviews)

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Book Synopsis Friendship and Social Interaction by : Valerian J. Derlega

Download or read book Friendship and Social Interaction written by Valerian J. Derlega. This book was released on 2012-12-06. Available in PDF, EPUB and Kindle. Book excerpt: A neglected topic in the field of personal relationships has been the study of friendships. Social psychologists have studied how and why individuals are attracted to one another and the processes of interaction during initial encounters, but they have not paid much attention to ongoing friend ships. A major goal of the present volume is to develop theories and integrate research on the development and maintenance of friendships. Another major goal is to build bridges between social psychologists and other social scientists by presenting an interdisciplinary approach. Although a majority of the contributors are social psychologists, other authors include sociol ogists as well as developmental, personality, and clinical psychologists. The chapters also present research on friendship based on a wide range of research methodologies, including laboratory research as well as longi tudinal, naturalistic, and clinical studies. Hence, the book incorporates a variety of conceptual and methodological approaches that should con tribute to a cross-fertilization of ideas among disciplines. The first chapter, by Barbara A. Winstead and Valerian J. Derlega, provides an overview of theory and research on friendship. The second chapter, by Daniel Perlman and Beverley Fehr, provides a summary and conceptual critique of social psychological theories of social attraction that are relevant to the study of friendship. Adopting a developmental approach, Duane Buhrmester and Wyndol Furman, in Chapter 3, demonstrate the particular importance of friendship during middle childhood and adolescence in fulfilling interpersonal needs.

Aversive Interpersonal Behaviors

2013-11-11 Psychology
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Release : 2013-11-11
Genre : Psychology
Kind : eBook
Book Rating : 545/5 ( reviews)

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Book Synopsis Aversive Interpersonal Behaviors by : Robin M. Kowalski

Download or read book Aversive Interpersonal Behaviors written by Robin M. Kowalski. This book was released on 2013-11-11. Available in PDF, EPUB and Kindle. Book excerpt: Aversive behaviors have greater influence on social interactions than is generally acknowledged, determining personal satisfaction, interpersonal attraction, choice of partners, and the course of relationships. What motivates aversive behaviors? To what extent do they obtain desired outcomes? In what ways are they unnecessary and destructive? How do other people respond, emotionally and behaviorally? These are just a few of the many interesting questions addressed by the 16 respected researchers who contribute to Aversive Interpersonal Behaviors. Nine chapters give this heretofore neglected subject the attention it is due, probing a dark side of interpersonal relationships to understand both its destructive and adaptive nature.

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