Personality Traits And Social Influence Individual Differences In Susceptibility To Cialdini S Compliance Principles

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Personality Traits and Social Influence: Individual Differences in Susceptibility to Cialdini’s Compliance Principles

Farkhunda Saquib
Personality Traits and Social Influence Individual Differences in Susceptibility to Cialdini s Compliance Principles Book PDF

Author : Farkhunda Saquib
Publisher : GRIN Verlag
Page : 21 pages
File Size : 41,9 Mb
Release : 2012-10-12
Category : Business & Economics
ISBN : 9783656287070

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Personality Traits and Social Influence: Individual Differences in Susceptibility to Cialdini’s Compliance Principles by Farkhunda Saquib Pdf

Seminar paper from the year 2012 in the subject Business economics - Miscellaneous, grade: 7, University of Amsterdam, language: English, abstract: Over the previous decades, researches have scrutinized social influence – the methods used for changing people’s attitudes and behaviors. According to Key et. al. (2005), social influence encompasses two forms of influence: persuasion and compliance. While the former refers to alteration of attitudes, the latter denotes change in behavior. Both forms of social influence have been researched (Albarracin et. al., 2005), although the impact of personality differences has mostly been assessed in the context of persuasion, not compliance (Key et. al., 2009). Marwel and Schmitt in 1960s originally conceived compliance by producing a series of compliance-gaining tactics. Decades later, Robert Cialdini distinguished between six principles through which compliance with persuasive request can be obtained. Compliance according to Robert Cialdini (2001) is the process of getting people to conform to a request. The target complying with the persuasive request may or may not apprehend that he or she is being impelled to act in a particular way (Cialdini & Goldstein, 2004). Jointly Cialdini and Goldstein (2004) define compliance as a submission made in response to a persuasive request. Research on compliance is significant since it is a form of social influence that affects people’s everyday behavior (e.g. social interaction). This paper infers how responsiveness to Cialdini’s compliance principles varies by personality. Historically, researchers interested in the study of personality differences have mostly relied on the five-factor model (FFM) also referred to as Big Five personality factors (Richard et. al., 2001). Currently, this model is widely used to explain crucial features of personalities among different individuals (Judge et. al., 2002). [...]

Human-Computer Interaction - INTERACT 2009

Tom Gross,Jan Gulliksen,Paula Kotzé,Lars Oestreicher,Philippe Palanque,Raquel Oliveira Prates,Marco Winckler
Human Computer Interaction INTERACT 2009 Book PDF

Author : Tom Gross,Jan Gulliksen,Paula Kotzé,Lars Oestreicher,Philippe Palanque,Raquel Oliveira Prates,Marco Winckler
Publisher : Springer Science & Business Media
Page : 1036 pages
File Size : 46,6 Mb
Release : 2009-08-06
Category : Computers
ISBN : 9783642036576

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Human-Computer Interaction - INTERACT 2009 by Tom Gross,Jan Gulliksen,Paula Kotzé,Lars Oestreicher,Philippe Palanque,Raquel Oliveira Prates,Marco Winckler Pdf

INTERACT 2009 was the 12th of a series of INTERACT international c- ferences supported by the IFIP Technical Committee 13 on Human–Computer Interaction. This year,INTERACT washeld in Uppsala (Sweden), organizedby the Swedish Interdisciplinary Interest Group for Human–Computer Interaction (STIMDI) in cooperation with the Department of Information Technology at Uppsala University. Like its predecessors, INTERACT 2009 highlighted, both to the academic and to the industrial world, the importance of the human–computer interaction (HCI) area and its most recent breakthroughs on current applications. Both - perienced HCI researchers and professionals, as well as newcomers to the HCI ?eld, interested in designing or evaluating interactive software, developing new interaction technologies, or investigating overarching theories of HCI, found in INTERACT 2009 a great forum for communication with people of similar int- ests, to encourage collaboration and to learn. INTERACT 2009 had Research and Practice as its special theme. The r- son we selected this theme is that the research within the ?eld has drifted away from the practicalapplicability of its results and that the HCI practice has come to disregard the knowledge and development within the academic community.

Techniques of Social Influence

Dariusz Dolinski
Techniques of Social Influence Book PDF

Author : Dariusz Dolinski
Publisher : Routledge
Page : 181 pages
File Size : 44,9 Mb
Release : 2015-07-03
Category : Psychology
ISBN : 9781317599630

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Techniques of Social Influence by Dariusz Dolinski Pdf

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.

Persuasive Technology. Designing for Future Change

Sandra Burri Gram-Hansen,Tanja Svarre Jonasen,Cees Midden
Persuasive Technology Designing for Future Change Book PDF

Author : Sandra Burri Gram-Hansen,Tanja Svarre Jonasen,Cees Midden
Publisher : Springer Nature
Page : 252 pages
File Size : 48,8 Mb
Release : 2020-04-07
Category : Computers
ISBN : 9783030457129

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Persuasive Technology. Designing for Future Change by Sandra Burri Gram-Hansen,Tanja Svarre Jonasen,Cees Midden Pdf

This book constitutes the refereed proceedings of the 15th International Conference on Persuasive Technology, PERSUASIVE 2020, held in Aalborg, Denmark, in April 2020. The 18 full papers presented in this book were carefully reviewed and selected from 79 submissions. The papers are grouped in the following topical sections: methodological and theoretical perspectives on persuasive design; persuasive in practice, digital insights; persuasive technologies for health and wellbeing; persuasive solutions for a sustainable future; and on security and ethics in persuasive technology.

The Practice of Social Influence in Multiple Cultures

Wilhelmina Wosinska,Robert B. Cialdini,Daniel W. Barrett,Janusz Reykowski
The Practice of Social Influence in Multiple Cultures Book PDF

Author : Wilhelmina Wosinska,Robert B. Cialdini,Daniel W. Barrett,Janusz Reykowski
Publisher : Psychology Press
Page : 370 pages
File Size : 44,7 Mb
Release : 2000-11
Category : Language Arts & Disciplines
ISBN : 9781135705978

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The Practice of Social Influence in Multiple Cultures by Wilhelmina Wosinska,Robert B. Cialdini,Daniel W. Barrett,Janusz Reykowski Pdf

Intended for scholars and professionals interested in cross- and multicultural research into the mechanisms of the social influnce process.

Handbook of Social Psychology, Volume 1

Susan T. Fiske,Daniel T. Gilbert,Gardner Lindzey
Handbook of Social Psychology Volume 1 Book PDF

Author : Susan T. Fiske,Daniel T. Gilbert,Gardner Lindzey
Publisher : John Wiley & Sons
Page : 899 pages
File Size : 50,5 Mb
Release : 2010-02-15
Category : Psychology
ISBN : 9780470137482

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Handbook of Social Psychology, Volume 1 by Susan T. Fiske,Daniel T. Gilbert,Gardner Lindzey Pdf

First published in 1935, The Handbook of Social Psychology was the first major reference work to cover the field of social psychology. The field has since evolved and expanded tremendously, and in each subsequent edition, The Handbook of Social Psychology is still the foremost reference that academics, researchers, and graduate students in psychology turn to for the most current, well-researched, and thorough information covering the field of social psychology. This volume of the Fifth Edition covers the science of social psychology and the social being.

Influence

Robert B. Cialdini
Influence Book PDF

Author : Robert B. Cialdini
Publisher : Pearson Scott Foresman
Page : 434 pages
File Size : 54,9 Mb
Release : 1988
Category : Business & Economics
ISBN : STANFORD:36105001636971

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Influence by Robert B. Cialdini Pdf

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.

Persuasion

Robert H Gass,John S Seiter
Persuasion Book PDF

Author : Robert H Gass,John S Seiter
Publisher : Routledge
Page : 450 pages
File Size : 43,5 Mb
Release : 2018-01-29
Category : Language Arts & Disciplines
ISBN : 9781351806244

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Persuasion by Robert H Gass,John S Seiter Pdf

Now in its sixth edition, Persuasion: Social Influence and Compliance Gaining continues to boast an accessible voice and vibrant aesthetic that appeals to undergraduate students of communication, psychology, advertising, and marketing. In addition to presenting established theories and models, this text encourages students to develop and apply general conclusions about persuasion in real-world settings. Along the way, students are introduced to the practice of social influence in an array of contexts (e.g., advertising, marketing, politics, interpersonal relationships, social media, groups) and across a variety of topics (e.g., credibility, personality, deception, motivational appeals, visual persuasion). The new edition features an expanded treatment of digital and social media, up-to-date research on theory and practice, and enhanced discussions of topics such as political campaigning, emotional marketing, olfactory influence, and ethics. Instructors can also use the book’s downloadable test bank, instructor’s manual, and PowerPoint slides in preparing course material.

Individual Differences and Social Influence

Jerry M. Burger
Individual Differences and Social Influence Book PDF

Author : Jerry M. Burger
Publisher : Psychology Press
Page : 100 pages
File Size : 54,9 Mb
Release : 2010
Category : Psychology
ISBN : 9781848727342

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Individual Differences and Social Influence by Jerry M. Burger Pdf

Despite widespread acknowledgment that both personal and situational factors influence behavior, researchers in the area of social influence have been slow to examine individual differences in their work. Indeed, social influence investigators often point to their findings to illustrate the power of situational variables relative to personal causes of behavior. However, as the articles in this volume demonstrate, social influence researchers can obtain a greater understanding of the phenomena they study by incorporating individual difference variables into their research.

Proceedings of the 20th Congress of the International Ergonomics Association (IEA 2018)

Sebastiano Bagnara,Riccardo Tartaglia,Sara Albolino,Thomas Alexander,Yushi Fujita
Proceedings of the 20th Congress of the International Ergonomics Association IEA 2018 Book PDF

Author : Sebastiano Bagnara,Riccardo Tartaglia,Sara Albolino,Thomas Alexander,Yushi Fujita
Publisher : Springer
Page : 768 pages
File Size : 44,9 Mb
Release : 2018-08-06
Category : Technology & Engineering
ISBN : 9783319960777

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Proceedings of the 20th Congress of the International Ergonomics Association (IEA 2018) by Sebastiano Bagnara,Riccardo Tartaglia,Sara Albolino,Thomas Alexander,Yushi Fujita Pdf

This book presents the proceedings of the 20th Congress of the International Ergonomics Association (IEA 2018), held on August 26-30, 2018, in Florence, Italy. By highlighting the latest theories and models, as well as cutting-edge technologies and applications, and by combining findings from a range of disciplines including engineering, design, robotics, healthcare, management, computer science, human biology and behavioral science, it provides researchers and practitioners alike with a comprehensive, timely guide on human factors and ergonomics. It also offers an excellent source of innovative ideas to stimulate future discussions and developments aimed at applying knowledge and techniques to optimize system performance, while at the same time promoting the health, safety and wellbeing of individuals. The proceedings include papers from researchers and practitioners, scientists and physicians, institutional leaders, managers and policy makers that contribute to constructing the Human Factors and Ergonomics approach across a variety of methodologies, domains and productive sectors. This volume includes papers addressing the following topics: Human Simulation and Virtual Environments, Work With Computing Systems (WWCS), and Process Control.

Resistance and Persuasion

Eric S. Knowles,Jay A. Linn
Resistance and Persuasion Book PDF

Author : Eric S. Knowles,Jay A. Linn
Publisher : Psychology Press
Page : 350 pages
File Size : 53,8 Mb
Release : 2004-02-26
Category : Psychology
ISBN : 9781135626389

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Resistance and Persuasion by Eric S. Knowles,Jay A. Linn Pdf

Resistance and Persuasion is the first book to analyze the nature of resistance and demonstrate how it can be reduced, overcome, or used to promote persuasion. By examining resistance, and providing strategies for overcoming it, this new book generates insight into new facets of influence and persuasion. With contributions from the leaders in the field, this book presents original ideas and research that demonstrate how understanding resistance can improve persuasion, compliance, and social influence. Many of the authors present their research for the first time. Four faces of resistance are identified: reactance, distrust, scrutiny, and inertia. The concluding chapter summarizes the book's theoretical contributions and establishes a resistance-based research agenda for persuasion and attitude change. This new book helps to establish resistance as a legitimate sub-field of persuasion that is equal in force to influence. Resistance and Persuasion offers many new revelations about persuasion: *Acknowledging resistance helps to reduce it. *Raising reactance makes a strong message more persuasive. *Putting arguments into a narrative increases their influence. *Identifying illegitimate sources of information strengthens the influence of legitimate sources. *Looking ahead reduces resistance to persuasive attempts. This volume will appeal to researchers and students from a variety of disciplines including social, cognitive, and health psychology, communication, marketing, political science, journalism, and education.

The Wiley Encyclopedia of Personality and Individual Differences, Set

Anonim
The Wiley Encyclopedia of Personality and Individual Differences Set Book PDF

Author : Anonim
Publisher : John Wiley & Sons
Page : 2576 pages
File Size : 40,6 Mb
Release : 2020-11-04
Category : Psychology
ISBN : 9781119795278

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The Wiley Encyclopedia of Personality and Individual Differences, Set by Anonim Pdf

The Encyclopedia of Personality and Individual Differences (EPID) beschäftigt sich in vier Bänden mit Gemeinsamkeiten und Unterschieden bei Individuen. Jeder Band konzentriert sich auf einen wichtigen Themenbereich bei der Untersuchung der Persönlichkeitspsychologie und den Unterschieden von Individuen. Der erste Band mit dem Titel Models and Theories betrachtet die wichtigsten klassischen und modernen Standpunkte, Perspektiven, Modelle und theoretischen Ansätze im Studium der Persönlichkeit und Unterschiede von Individuen. Der zweite Band, Measurement and Assessment, untersucht die wesentlichen klassischen und modernen Beurteilungsmethoden und -techniken. Der dritte Band mit dem Titel Personality Processes and Individual Differences erläutert die traditionellen und aktuellen Dimensionen, Konstrukte und Merkmale der Studienrichtung. Im vierten Band werden drei Hauptkategorien behandelt: klinische Zuarbeit, angewandte Forschung und interkulturelle Betrachtungen. Darüber hinaus werden Themen wie Kultur und Identität, multikulturelle Identitäten, interkulturelle Untersuchungen von Merkmalsstrukturen und Personalitätsprozesses u. v. m. behandelt. - Jeder Band enthält rund 100 Einträge zu Personalität und individuellen Unterschieden. Die Beiträge stammen von international führenden Psychologen. - Beschäftigt sich mit wichtigen klassischen und zeitgenössischen Modellen und Theorien der Persönlichkeitspsychologie, mit Mess- und Beurteilungsverfahren, Personalitätsprozessen und Unterschieden bei Individuen sowie mit Forschungsansätzen. - Bietet einen umfassenden und ausführlichen Überblick über die Persönlichkeitspsychologie. - The Encyclopedia of Personality and Individual Differences ist ein wichtiges Referenzwerk für Studenten der Psychologie und Fachexperten, die sich mit der Untersuchung und Erforschung von Persönlichkeit beschäftigen.

The Oxford Handbook of Social Influence

Stephen G. Harkins,Kipling D. Williams,Jerry M. Burger
The Oxford Handbook of Social Influence Book PDF

Author : Stephen G. Harkins,Kipling D. Williams,Jerry M. Burger
Publisher : Oxford University Press
Page : 497 pages
File Size : 41,7 Mb
Release : 2017
Category : Psychology
ISBN : 9780199859870

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The Oxford Handbook of Social Influence by Stephen G. Harkins,Kipling D. Williams,Jerry M. Burger Pdf

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.

The Oxford Handbook of Social Exclusion

C. Nathan DeWall
The Oxford Handbook of Social Exclusion Book PDF

Author : C. Nathan DeWall
Publisher : Oxford University Press
Page : 331 pages
File Size : 49,5 Mb
Release : 2013-03-07
Category : Psychology
ISBN : 9780195398700

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The Oxford Handbook of Social Exclusion by C. Nathan DeWall Pdf

The Oxford Handbook of Social Exclusion offers the most comprehensive body of social exclusion research ever assembled, and addresses the fundamental questions on why people have a need to belong, why people exclude others, and how people respond to various forms of social exclusion.

Psychology: A Journey

Dennis Coon
Psychology A Journey Book PDF

Author : Dennis Coon
Publisher : Cengage Learning Canada Inc
Page : 128 pages
File Size : 45,5 Mb
Release : 2015-05-11
Category : Psychology
ISBN : 9780176727482

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Psychology: A Journey by Dennis Coon Pdf

Learning is an adventure—now students can see just how exciting it can be with Psychology: A Journey. In a course where professors are frequently confronted with students who haven't actually read their textbooks, Psychology: A Journey offers a proven and trusted solution: this popular text presents psychology in a way that sparks readers' curiosity, insights, imagination, and interest—getting students ""hooked"" on psychology and making them eager to read on. Journey’s Canadian edition succeeds at covering not only essential topics at the core of psychology but many others at the cutting edge of current knowledge. The first psychology textbook to integrate the proven SQ4R (Survey, Question, Read, Recite, Reflect, and Review) active learning system, Journey helps readers grasp major concepts, develop a broad understanding of psychology's diversity, and see for themselves how psychology relates to the challenges of everyday life. Because readers become actively involved with the material, they develop a basic understanding of psychology that they take with them into their future courses and careers.