Tactics Of Social Influence
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Author | : Dariusz Dolinski |
Publisher | : Routledge |
Total Pages | : 197 |
Release | : 2015-07-03 |
Genre | : Psychology |
ISBN | : 1317599640 |
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.
Author | : Anthony R. Pratkanis |
Publisher | : Psychology Press |
Total Pages | : 496 |
Release | : 2011-02-25 |
Genre | : Psychology |
ISBN | : 1136737030 |
The contributions to this volume capture the thrill of current work on social influence, as well as providing a tutorial on the scientific and technical aspects of this research. The volume teaches the student to: Learn how to conduct lab, field and case research on social influence through example by leading researchers Find out about the latest discoveries including the status of research on social influence tactics, dissonance theory, conformity, and resistance to influence Discover how seemingly complex issues such as power, rumors, group and minority influence and norms can be investigated using the scientific method Apply knowledge to current influence campaigns to find out what works and what does not. The Science of Social Influence is the perfect core or complementary text for advanced undergraduate or graduate students in courses such as Attitudes and Attitude Change, Communications, Research Methods and, of course, Social Influence.
Author | : David Traum |
Publisher | : Springer |
Total Pages | : 538 |
Release | : 2016-10-18 |
Genre | : Computers |
ISBN | : 3319476653 |
This book constitutes the proceedings of the 16th International Conference on Intelligent Virtual Agents, IVA 2016, held in Los Angeles, CA, USA, in September 2016. The 12 full papers, 18 short papers, and 37 demo and poster papers accepted were carefully reviewed and selected from 81 submissions. IVA 2016 also includes three workshops: Workshop on Chatbots and Conversational Agents (WOCHAT), Can you feel me now? Creating Physiologically Aware Virtual Agents (PAVA), and Graphical and Robotic Embodied Agents for Therapeutic Systems, GREATS16. Intelligent Virtual Aspects (IVAs) are intelligent digital interactive characters that can communicate with humans and other agents using natural human modalities such as facial expressions, speech, gestures, and movement. They are capable of real-time perception, cognition, emotion and action that allow them to participate in dynamic social environments. Constructing and studying IVAs requires tools from a wide range of fields such as computer science, psychology, cognitive science, communication, linguistics, interactive media, human-computer interaction and artificial intelligence.
Author | : Claudio Feser |
Publisher | : John Wiley & Sons |
Total Pages | : 215 |
Release | : 2016-09-19 |
Genre | : Business & Economics |
ISBN | : 111930265X |
The definition of great leadership, backed by ground-breaking research When Execution Isn't Enough examines the essential leadership skills that go beyond simply executing strategies well. It examines the leadership skills that inspire excellence and drive growth. Great leaders think differently, but their secrets, values, and behaviors can't be bottled—or can they? Is leadership so contextual that it defies standardization? In this book, McKinsey's global head of leadership development draws on ground-breaking McKinsey research to uncover 20 distinct leadership traits. All are important, but some make all the difference in inspiring organizations to exceptional results and growth—and a select few create the vast chasm between strong and weak organizations in terms of leadership effectiveness. Structured as a business parable, this book employs a rich cast of corporate characters to illustrate the critical behaviors of inspirational leadership and the outcomes that become possible. Attempting to nail down exactly what makes a leader inspirational is like trying to capture lighting in a bottle, but new McKinsey research has identified the behavioral leadership catalysts that inspire greatness. This book describes the behaviors to inspire that can be learned—to turn a good leader into a great leader. Understand the neuroscience of inspiration Tailor your inspirational approach to different leadership scenarios Initiate an inspiration cascade to influence people at scale The picture of leadership has changed over time. Today's great leaders are authentic, enthusiastic decision-makers with engaging visions, who are quick to communicate and take action. Less than half of all CEOs believe that their training investments will pay off, yet everyone agrees that leadership drives performance—where is the disconnect? It's in the belief that simple leadership behaviors equal results, forgetting that exceptional results only come from inspiration. When Execution Isn't Enough shows you how to attain the missing link of great leadership to bring exceptional results of your organization.
Author | : Robert B. Cialdini |
Publisher | : Pearson Scott Foresman |
Total Pages | : 434 |
Release | : 1988 |
Genre | : Business & Economics |
ISBN | : |
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.
Author | : Jarol B. Manheim |
Publisher | : Routledge |
Total Pages | : 469 |
Release | : 2011-01-24 |
Genre | : Political Science |
ISBN | : 1136842179 |
Information and influence campaigns are a particularly cogent example of the broader phenomenon we now term strategic political communication. If we think of political communication as encompassing the creation, distribution, control, use, processing and effects of information as a political resource, then we can characterize strategic political communication as the purposeful management of such information to achieve a stated objective based on the science of individual, organizational, and governmental decision-making. IICs are more or less centralized, highly structured, systematic, and carefully managed efforts to do just that. Strategy in Information and Influence Campaigns sets out in comprehensive detail the underlying assumptions, unifying strategy, and panoply of tactics of the IIC, both from the perspective of the protagonist who initiates the action and from that of the target who must defend against it. Jarol Manheim’s forward-looking, broad, and systematic analysis is a must-have resource for scholars and students of political and strategic communication, as well as practitioners in both the public and private sectors.
Author | : Albert Mehrabian |
Publisher | : |
Total Pages | : 160 |
Release | : 1970 |
Genre | : |
ISBN | : |
Author | : Gordon Sammut |
Publisher | : Cambridge University Press |
Total Pages | : 331 |
Release | : 2021-01-07 |
Genre | : Language Arts & Disciplines |
ISBN | : 1108416373 |
Theoretically different modalities of social influence are set out and a blueprint for the study of socio-political dynamics is delivered.
Author | : Stephen G. Harkins |
Publisher | : Oxford University Press |
Total Pages | : 497 |
Release | : 2017 |
Genre | : Psychology |
ISBN | : 0199859876 |
The Oxford Handbook of Social Influence restores this important field to its once preeminent position within social psychology. Editors Harkins, Williams, and Burger lead a team of leading scholars as they explore a variety of topics within social influence, seamlessly incorporating a range of analyses (including intrapersonal, interpersonal, and intragroup), and examine critical theories and the role of social influence in applied settings today.
Author | : Dale Carnegie |
Publisher | : Good Press |
Total Pages | : 262 |
Release | : 2023-11-26 |
Genre | : Self-Help |
ISBN | : |
Dale Carnegie's 'How to Win Friends & Influence People' is a timeless self-help classic that explores the art of building successful relationships through effective communication. Written in a straightforward and engaging style, Carnegie's book provides practical advice on how to enhance social skills, improve leadership qualities, and achieve personal and professional success. The book is a must-read for anyone looking to navigate social dynamics and connect with others in a meaningful way, making it a valuable resource in today's interconnected world. With anecdotal examples and actionable tips, Carnegie's work resonates with readers of all ages and backgrounds, making it a popular choice for personal development and growth. Carnegie's ability to distill complex social principles into simple, actionable steps sets this book apart as a timeless guide for building lasting relationships and influencing others positively. Readers will benefit from Carnegie's wisdom and insight, gaining valuable tools to navigate social interactions and achieve success in their personal and professional lives.