Techniques of social influence : The psychology of gaining compliance

As a rule, the introduction is where the author explains to the reader what the book is about. Before I do that, however, I will take the liberty of a brief digression of a personal nature. Whenever I’m at some sort of gathering and find I am acquainted only with the host, my interactions with other...

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Autores:
Tipo de recurso:
Book
Fecha de publicación:
2016
Institución:
Universidad de Bogotá Jorge Tadeo Lozano
Repositorio:
Expeditio: repositorio UTadeo
Idioma:
eng
OAI Identifier:
oai:expeditiorepositorio.utadeo.edu.co:20.500.12010/14969
Acceso en línea:
http://hdl.handle.net/20.500.12010/14969
Palabra clave:
Social influence
Psychology
Influencia (Psicología)
Influencia social
Conformidad social
Rights
License
Abierto (Texto Completo)
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dc.title.spa.fl_str_mv Techniques of social influence : The psychology of gaining compliance
title Techniques of social influence : The psychology of gaining compliance
spellingShingle Techniques of social influence : The psychology of gaining compliance
Social influence
Psychology
Influencia (Psicología)
Influencia social
Conformidad social
title_short Techniques of social influence : The psychology of gaining compliance
title_full Techniques of social influence : The psychology of gaining compliance
title_fullStr Techniques of social influence : The psychology of gaining compliance
title_full_unstemmed Techniques of social influence : The psychology of gaining compliance
title_sort Techniques of social influence : The psychology of gaining compliance
dc.subject.spa.fl_str_mv Social influence
Psychology
topic Social influence
Psychology
Influencia (Psicología)
Influencia social
Conformidad social
dc.subject.lemb.spa.fl_str_mv Influencia (Psicología)
Influencia social
Conformidad social
description As a rule, the introduction is where the author explains to the reader what the book is about. Before I do that, however, I will take the liberty of a brief digression of a personal nature. Whenever I’m at some sort of gathering and find I am acquainted only with the host, my interactions with other guests go off “without a hitch”. I’m not a particularly shy person, so it’s rather easy for me to get to know others and to talk to them about more or less serious subjects. Problems begin when they ask me what I do for a living. My answer – that I am a psychologist – provokes a feeling of unease in my interlocutors. “So you must be observing us and analyzing,” I hear. “What do you think about us?” My answer, that I’m not observing or analyzing anybody but, just like everybody else, having a beer, chatting about Almodóvar’s latest film, Kundera’s books, recent sports events or political happenings, isn’t taken at face value by others. It gets worse when the conversation turns to questions like “So what is it you do exactly? Do you put people through psychotherapy, or devise intelligence tests?” I respond that I’m not a therapist and that I’ve never created any intelligence test, and nothing would indicate that I ever will. I explain that for many years I have been engaged in the study of social influence techniques. When I give a few examples by way of explanation, opinions about me are uniformly devastating: I am a guy who sits in a lab and dreams up schemes for effectively manipulating people. As it is, psychologists concerned with social influence techniques usually aren’t thinking up new tricks. Our approach to the subject is just the opposite. The metaphor of full-cycle social psychology, applied by Robert Cialdini (1980), would seem to be a good illustration of this. The full cycle is a construction under which a social influence technique emerges in social life, and after it is “discovered”, investigated and described by scientists, it winds up back in that “real life”. So, a psychologist interested in these techniques observes the tricks applied by individuals whose professions or social roles involve them exerting influence on others.
publishDate 2016
dc.date.created.none.fl_str_mv 2016
dc.date.accessioned.none.fl_str_mv 2020-10-27T15:04:05Z
dc.date.available.none.fl_str_mv 2020-10-27T15:04:05Z
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url http://hdl.handle.net/20.500.12010/14969
dc.language.iso.spa.fl_str_mv eng
language eng
dc.rights.coar.fl_str_mv http://purl.org/coar/access_right/c_abf2
dc.rights.local.spa.fl_str_mv Abierto (Texto Completo)
rights_invalid_str_mv Abierto (Texto Completo)
http://purl.org/coar/access_right/c_abf2
dc.format.extent.spa.fl_str_mv 196 páginas
dc.format.mimetype.spa.fl_str_mv application/pdf
dc.publisher.spa.fl_str_mv Routledge
institution Universidad de Bogotá Jorge Tadeo Lozano
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spelling 2020-10-27T15:04:05Z2020-10-27T15:04:05Z2016http://hdl.handle.net/20.500.12010/14969As a rule, the introduction is where the author explains to the reader what the book is about. Before I do that, however, I will take the liberty of a brief digression of a personal nature. Whenever I’m at some sort of gathering and find I am acquainted only with the host, my interactions with other guests go off “without a hitch”. I’m not a particularly shy person, so it’s rather easy for me to get to know others and to talk to them about more or less serious subjects. Problems begin when they ask me what I do for a living. My answer – that I am a psychologist – provokes a feeling of unease in my interlocutors. “So you must be observing us and analyzing,” I hear. “What do you think about us?” My answer, that I’m not observing or analyzing anybody but, just like everybody else, having a beer, chatting about Almodóvar’s latest film, Kundera’s books, recent sports events or political happenings, isn’t taken at face value by others. It gets worse when the conversation turns to questions like “So what is it you do exactly? Do you put people through psychotherapy, or devise intelligence tests?” I respond that I’m not a therapist and that I’ve never created any intelligence test, and nothing would indicate that I ever will. I explain that for many years I have been engaged in the study of social influence techniques. When I give a few examples by way of explanation, opinions about me are uniformly devastating: I am a guy who sits in a lab and dreams up schemes for effectively manipulating people. As it is, psychologists concerned with social influence techniques usually aren’t thinking up new tricks. Our approach to the subject is just the opposite. The metaphor of full-cycle social psychology, applied by Robert Cialdini (1980), would seem to be a good illustration of this. The full cycle is a construction under which a social influence technique emerges in social life, and after it is “discovered”, investigated and described by scientists, it winds up back in that “real life”. So, a psychologist interested in these techniques observes the tricks applied by individuals whose professions or social roles involve them exerting influence on others.196 páginasapplication/pdfengRoutledgeSocial influencePsychologyInfluencia (Psicología)Influencia socialConformidad socialTechniques of social influence : The psychology of gaining complianceAbierto (Texto Completo)http://purl.org/coar/access_right/c_abf2http://purl.org/coar/resource_type/c_2f33Dolinski, DariuszORIGINAL9781138815179_text.pdf9781138815179_text.pdfVer libroapplication/pdf1712005https://expeditiorepositorio.utadeo.edu.co/bitstream/20.500.12010/14969/1/9781138815179_text.pdfa583f3bdc3cdd0a5075de703fe989d43MD51open accessLICENSElicense.txtlicense.txttext/plain; charset=utf-82938https://expeditiorepositorio.utadeo.edu.co/bitstream/20.500.12010/14969/2/license.txtabceeb1c943c50d3343516f9dbfc110fMD52open accessTHUMBNAIL9781138815179_text.pdf.jpg9781138815179_text.pdf.jpgIM Thumbnailimage/jpeg12586https://expeditiorepositorio.utadeo.edu.co/bitstream/20.500.12010/14969/3/9781138815179_text.pdf.jpgb1339a86f544f77c7ae07713d8ac8b00MD53open access20.500.12010/14969oai:expeditiorepositorio.utadeo.edu.co:20.500.12010/149692020-10-27 10:04:05.871open accessRepositorio Institucional - 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