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| foot in the door technique psychology: Techniques of Social Influence Dariusz Dolinski, 2015-07-03 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. |
| foot in the door technique psychology: The Science of Social Influence Anthony R. Pratkanis, 2011-02-25 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. |
| foot in the door technique psychology: Attitudes And Persuasion Richard E Petty, 2018-02-20 This book provides a needed survey of a truly remarkable number of different theoretical approaches to the related phenomena of attitude and belief change. It focuses on variable perspective theory which is far more deserving of attention than the present level of research activity. |
| foot in the door technique psychology: Psychology Peter O. Gray, 2006-04-07 An introductory text that explores Psychology's major theories, and the evidence that supports and refutes them. This title incorporates research, helping students to probe for the purposes and biological origins of behavior - the 'whys' and 'hows' of Human Psychology. |
| foot in the door technique psychology: Psychology Richard A. Griggs, 2008-02-15 The updated 2nd edition of this brief introduction to Psychology, is more accessible and ideal for short courses. This is a brief, accessible introductory psychology textbook. The updated 2nd edition of this clear and brief introduction to Psychology is written by the award-winning lecturer and author Richard Griggs. The text is written in an engaging style and presents a selection of carefully chosen core concepts in psychology, providing solid topical coverage without drowning the student in a sea of details. |
| foot in the door technique psychology: Social Psychology Catherine A. Sanderson, 2009-12-02 Catherine Sanderson's Social Psychology will help open students minds to a world beyond their own experience so that they will better understand themselves and others. Sanderson's uniquely powerful program of learning resources was built to support you in moving students from passive observers to active course participants. Go further in applying social psychology to everyday life. Sanderson includes application boxes on law, media, environment, business, health and education in every chapter right as the relevant material is introduced, rather than at the end of the book. This allows students to make an immediate connection between the concept and the relevant application and provides a streamlined 15 chapter organization that helps you cover more of the material in a term. |
| foot in the door technique psychology: The Oxford Handbook of Social Influence Stephen G. Harkins, Kipling D. Williams, Jerry M. Burger, 2017 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. |
| foot in the door technique psychology: Hidden Persuasion Marc Andrews, 2019-07-16 Visual messages are omnipresent in our daily life. They are constantly attempting to persuade us to buy, learn and act. Some are more successful than others in influencing our behavior and choices. What is the secret power of these messages? How do they succeed in changing our behavior? This book analyzes advertising beyond the persuasive power of the imagery itself. It explains the psychology behind 33 effective influence techniques in visual persuasion and how to apply them. The techniques range from influencing essentials to more obscure and insidious ones. The reader will gain deep insights into how visual means are constructed to influence behavior and decisionmaking on an unconscious level. All techniques are supported by rich visual references and additional information on the psychology of behavior change. This publication is not just an eye-opener for professionals and students in the communications and design field, but also for anybody who wants to understand how our behavior is influenced unconsciously by advertising, social campaigns and governmental messages. The book is co-authored by leading figures in social infl uence and visual persuasion. It is designed as an accessible modern reference book for creating and understanding persuasive visual imagery. It will open your eyes, we promise! |
| foot in the door technique psychology: Psychology Don H. Hockenbury, Sandra E. Hockenbury, 2002-07-19 New edition of the Hockenburys' text, which draws on their extensive teaching and writing experiences to speak directly to students who are new to psychology. |
| foot in the door technique psychology: Human Factors Psychology P.A. Hancock, 1987-10-01 This book is a collection of contemporary applications of psychological insights into practical human factors issues. The topics are arranged largely according to an information processing/energetic approach to human behavior. Consideration is also given to human-computer interaction and organizational design. |
| foot in the door technique psychology: Interpersonal Rejection Mark R. Leary, 2001-05-03 Interpersonal rejection ranks among the most potent and distressing events that people experience. Romantic rejection, ostracism, stigmatization, job termination, and other kinds of rejects have the power to compromise the quality of people's lives. As a result, people are highly motivated to avoid social rejection, and indeed, much of human behavior appears to be designed to avoid such experiences. Yet, despite the widespread effects of real, anticipated and even imagined rejections, psychologists have devoted only passing attention to the topic, and the research on rejection has been scattered throughout a number of psychological subspecialtie including social, clinical, developmental, and personality psychology. This volume brigns together contributors whose work is on the cutting edge of rejection research, providing a readable overview of recent advances in the field. In doing so, it not only provides a look at the current state of the area, but also helps to establish the topic of rejection as an identifiable area for future research. |
| foot in the door technique psychology: The Field Study in Social Psychology Tomasz Grzyb, Dariusz Dolinski, 2021-09-08 This unique book offers a comprehensive introduction to field studies as a research method in social psychology, demonstrating that field studies are an important element of contemporary social psychology, and encourages its usage in a methodologically correct and ethical manner. The authors demonstrate that field studies are an important and a much-needed element of contemporary social psychology and that abandoning this method would be at a great loss for the field. Examining successful examples of field studies, including those by Sherif and Sherif, studies of obedience by Hofling, or the studies of stereotypes of the Chinese by LaPiere, they explore the advantages and limitations of the field study method, whilst offering practical guidance on how it can be used in experiments now and in the future. Covering the history and decline of the field study method, particularly in the wake of the replication crisis, the text argues for the revival the field study method by demonstrating the importance of studying the behaviour of subjects in real life, rather than laboratory conditions. In fact, the results point to certain variables and research phenomena that can only be captured using field studies. In the final section, the authors also explain the methods to follow when conducting field studies, to make sure they are methodologically correct and meet the criteria of contemporary expectations regarding statistical calculations, while also ensuring that they are conducted ethically. This is an essential reading for graduate and undergraduate students and academics in social psychology taking courses on methodology, and researchers looking to use field study methods in their research. |
| foot in the door technique psychology: Understanding Psychology for Medicine and Nursing Mohamed Ahmed Abd El-Hay, 2019-12-06 The book presents a comprehensive updated approach to current psychological knowledge to facilitate a rapid review of the major subjects in psychology in medicine and to stimulate further detailed study. The book is divided into five Parts. Part One provides an elaborate background of the various sub-disciplines of psychology, the various theories and schools of thoughts encompassing them. Part Two discusses the links between the physical and psychological state of being human. Part Three elucidates the basic psychological processes that shape human cognizance. Part Four talks about the different factors which influence the human psyche. Part Five discusses the various aspects of clinical psychology and their implications for the physical well-being of people. Understanding Psychology for Medicine and Nursing distinguishes itself in providing a concise, clear understanding of most of the basic topics of psychology that are essential to all students of general psychology, but particularly to medical and nursing students, and to postgraduate trainees in psychiatry. |
| foot in the door technique psychology: Influence PEOPLE Brian Ahearn, 2019-08-09 Would it help your career if people said yes to you 20% more than they do now? How about 30% or 40%? It's possible if you understand how to ethically persuade people. Influence PEOPLE can make that become a reality for you. Brian Ahearn breaks down decades of research into actionable ideas that will have more people saying yes to you more often. |
| foot in the door technique psychology: Encyclopedia of Social Psychology Roy F. Baumeister, Kathleen D. Vohs, 2007-08-29 The set offers clear descriptions of commonly used and sometimes misunderstood terms, e.g., cultural differences, authoritarian personality, and neuroticism. The field has expanded since publication of The Blackwell Encyclopedia of Social Psychology, ed. by A. Manstead and M. Hewstone et al. (CH, Jan ′96, 33-2457), and this work is a valuable response to that. Summing Up: Recommended. All levels. —CHOICE Not long ago, social psychology was a small field consisting of creative, energetic researchers bent on trying to study a few vexing problems in normal adult human behavior with rigorous scientific methods. In a few short decades, the field has blossomed into a major intellectual force, with thousands of researchers worldwide exploring a stunningly diverse set of fascinating phenomena with an impressive arsenal of research methods and ever more carefully honed theories. The Encyclopedia of Social Psychology is designed as a road map to this rapidly growing and important field and provides individuals with a simple, clear, jargon-free introduction. These two volumes include more than 600 entries chosen by a diverse team of experts to comprise an exhaustive list of the most important concepts. Entries provide brief, clear, and readable explanations to the vast number of ideas and concepts that make up the intellectual and scientific content in the area of social psychology. Key Features Provides background to each concept, explains what researchers are now doing with it, and discusses where it stands in relation to other concepts in the field Translates jargon into plain, clear, everyday language rather than speaking in the secret language of the discipline Offers contributions from prominent, well-respected researchers extending over the many subfields of social psychology that collectively have a truly amazing span of expertise Key Themes Action Control Antisocial Behaviors Attitude Culture Emotions Evolution Groups Health History Influence Interpersonal Relationships Judgment and Decision Making Methods Personality Prejudice Problem Behaviors Prosocial Behaviors Self Social Cognition Subdisciplines The Encyclopedia of Social Psychology is the first resource to present students, researchers, scholars, and practitioners with state-of-the-art research and ready-to-use facts from this fascinating field. It is a must have resource for all academic libraries. |
| foot in the door technique psychology: The Dynamics of Persuasion Richard M. Perloff, 2010 The Dynamics of Persuasion provides a comprehensive and up-to-date introduction to persuasive communication and attitude change. Offering a thorough discussion of classic and contemporary theories of persuasion, this text explores the structure and functions of attitudes, consistency between attitude and behavior, and issues in attitude measurement. Examining persuasion through media, interpersonal, and psychological lenses, author Richard M. Perloff systematically investigates the impact of persuasive communication on attitudes toward a variety of topics, including health, politics, and racial prejudice. In addition to presenting persuasion theory and research, he provides numerous examples of persuasion in action, demonstrating the role of persuasion research in everyday life. Written in a highly accessible and clear style, The Dynamics of Persuasion serves to: introduce the social science perspective on persuasion enhance understanding of persuasion theories and research highlight the major issues discussed in the field of persuasion research explore the complexities and subtleties in the dynamics of everyday persuasion raise awareness about the ethics of contemporary persuasion. New to this edition are: 2008 election examples interspersed througout the text focused discussions on compliance-gaining and negative advertising examples of strong attitude, such as the pros and cons of using animals in research. Complimented by a Companion Website (www.routledge.com/textbooks/dynamicsofpersuasion4e) with resources for students and instructors, The Dynamics of Persuasion is an engaging text appropriate for advanced courses on persuasion in communication, psychology, marketing, and sociology. In its exploration of the dynamics of persuasive communication, it illuminates the powerful effects persuasion has in contemporary society and enhances understanding of this ubiquitous communicative strategy. |
| foot in the door technique psychology: Influence Robert B. Cialdini, 1988 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. |
| foot in the door technique psychology: The Psychology of Commitment Charles A. Kiesler, 1971 |
| foot in the door technique psychology: Social Psychology Saul M. Kassin, Steven Fein, Hazel Rose Markus, 2010 Distinguished by its current-events emphasis, strong diversity coverage, and engaging connections drawn between social psychology and students' everyday lives, Social Psychology, International Edition, remains one of the most scholarly and well-written texts in its field. Integrating classic and contemporary research, the text also includes comprehensive coverage of social cognition and evolutionary psychology, and features authoritative material on social psychology and the law. In addition, coverage of culture and diversity are integrated into every chapter by Hazel Rose Markus, a leader and respected researcher in the study of cultural psychology. |
| foot in the door technique psychology: The Crying of Lot 49 Thomas Pynchon, 2012-06-13 One of The Atlantic’s Great American Novels of the Past 100 Years “The comedy crackles, the puns pop, the satire explodes.”—The New York Times “The work of a virtuoso with prose . . . His intricate symbolic order [is] akin to that of Joyce’s Ulysses.”—Chicago Tribune “A puzzle, an intrigue, a literary and historical tour de force.”—San Francsisco Examiner The highly original satire about Oedipa Maas, a woman who finds herself enmeshed in a worldwide conspiracy. When her ex-lover, wealthy real-estate tycoon Pierce Inverarity, dies and designates her the coexecutor of his estate, California housewife Oedipa Maas is thrust into a paranoid mystery of metaphors, symbols, and the United States Postal Service. Traveling across Southern California, she meets some extremely interesting characters, and attains a not inconsiderable amount of self-knowledge. |
| foot in the door technique psychology: Applied Social Psychology Linda Steg, Kees Keizer, Abraham P. Buunk, Talib Rothengatter, 2017-04-27 An introduction to how social psychological theories, methods and interventions can be applied to manage real-world social problems. |
| foot in the door technique psychology: Fair Play Eve Rodsky, 2021-01-05 AN INSTANT NEW YORK TIMES BESTSELLER • A REESE'S BOOK CLUB PICK Tired, stressed, and in need of more help from your partner? Imagine running your household (and life!) in a new way... It started with the Sh*t I Do List. Tired of being the “shefault” parent responsible for all aspects of her busy household, Eve Rodsky counted up all the unpaid, invisible work she was doing for her family—and then sent that list to her husband, asking for things to change. His response was...underwhelming. Rodsky realized that simply identifying the issue of unequal labor on the home front wasn't enough: She needed a solution to this universal problem. Her sanity, identity, career, and marriage depended on it. The result is Fair Play: a time- and anxiety-saving system that offers couples a completely new way to divvy up domestic responsibilities. Rodsky interviewed more than five hundred men and women from all walks of life to figure out what the invisible work in a family actually entails and how to get it all done efficiently. With 4 easy-to-follow rules, 100 household tasks, and a series of conversation starters for you and your partner, Fair Play helps you prioritize what's important to your family and who should take the lead on every chore, from laundry to homework to dinner. “Winning” this game means rebalancing your home life, reigniting your relationship with your significant other, and reclaiming your Unicorn Space—the time to develop the skills and passions that keep you interested and interesting. Stop drowning in to-dos and lose some of that invisible workload that's pulling you down. Are you ready to try Fair Play? Let's deal you in. |
| foot in the door technique psychology: The Composite Persuasion Joel Marsh, 2011-10-29 ** Persuasion, manipulation & brainwashing. The most complete method of influence, ever. ** Did you know that most classic persuasion books are built on old research from the 1980's? Based on the science of psychology and the methods of masters, The Composite Persuasion is the long-awaited update to persuasion research for a new generation of persuaders, online and in real-life. Joel Marsh is a world-class Experience Architect who has compared over 40 persuasive disciplines, combining the best methods from the world's most persuasive experts into a single formula. From military training and movie scripts, to fortune tellers and scientists, all persuasion everywhere is the same. Learn how to do persuasion, fix your weaknesses, and avoid being manipulated, now. |
| foot in the door technique psychology: The Things They Carried Tim O'Brien, 2009-10-13 A classic work of American literature that has not stopped changing minds and lives since it burst onto the literary scene, The Things They Carried is a ground-breaking meditation on war, memory, imagination, and the redemptive power of storytelling. The Things They Carried depicts the men of Alpha Company: Jimmy Cross, Henry Dobbins, Rat Kiley, Mitchell Sanders, Norman Bowker, Kiowa, and the character Tim O’Brien, who has survived his tour in Vietnam to become a father and writer at the age of forty-three. Taught everywhere—from high school classrooms to graduate seminars in creative writing—it has become required reading for any American and continues to challenge readers in their perceptions of fact and fiction, war and peace, courage and fear and longing. The Things They Carried won France's prestigious Prix du Meilleur Livre Etranger and the Chicago Tribune Heartland Prize; it was also a finalist for the Pulitzer Prize and the National Book Critics Circle Award. |
| foot in the door technique psychology: Methods of Persuasion Nick Kolenda, 2013 Using principles from cognitive psychology, Nick Kolenda developed a unique way to subconsciously influence people's thoughts. He developed a mind reading stage show depicting that phenomenon, and his demonstrations have been seen by over a million people across the globe. Methods of Persuasion reveals that secret for the first time. You'll learn how to use those principles to influence people's thoughts in your own life.--Publisher's description. |
| foot in the door technique psychology: Methodological Issues in Applied Social Psychology Fred B. Bryant, John Edwards, R. Scott Tindale, Emil J. Posavac, Linda Heath, Eaaron Henderson-King, Yolanda Suarez-Balcazar, 2013-11-11 Many authors have argued that applying social psychology to the solution of real world problems builds better theories. Observers have claimed, for example, that of human behavior applied social psychology reveals more accurate principles because its data are based on people in real-life circumstances (Helmreich, 1975; Saxe & Fine, 1980), provides an opportunity to assess the ecological validity of generalizations derived from laboratory research (Ellsworth, 1977; Leventhal, 1980), and discloses important gaps in existing theories (Fisher, 1982; Mayo & LaFrance, 1980). Undoubtedly, many concrete examples can be mustered in support of these claims. But it also can be argued that applying social psychology to social issues and problems builds better research methods. Special methodological problems arise and new perspectives on old methodological problems emerge when re searchers leave the laboratory and tackle social problems in real-world settings. Along the way, we not only improve existing research techniques but also devel op new research tools, all of which enhance our ability to obtain valid results and thereby to understand and solve socially relevant problems. Indeed, Campbell and Stanley's (1966) seminal work on validity in research design grew out of the application of social science in field settings. In this spirit, the principal aim of this volume is to present examples of methodological advances being made as researchers apply social psychology in real-life settings. |
| foot in the door technique psychology: Neuromarketing Patrick Renvoise, Christophe Morin, 2007-09-30 The latest brain research is changing the way we think about sales. How can this help you increase your business? With people being inundated with thousands of daily sales messages, selling is now tougher than ever. That's why you need to learn what neuroscience has uncovered that will immediately increase your selling and influencing effectiveness. Unveiling the latest brain research and revolutionary marketing practices, authors Patrick Renvoisé and Christophe Morin teach highly effective techniques to help you deliver powerful, unique, and memorable presentations that will have a major, lasting impact on potential buyers. In Neuromarketing, Renvoisé and Morin will help you learn: The six stimuli that always trigger a response The four steps to align content and delivery of your message The six message building blocks to address the old brain The seven powerful impact boosters to set your delivery apart from the rest Once you know how the decision-making part of the brain works, you'll quickly begin to deliver more convincing sales presentations, close more deals, create more effective marketing strategies, and radically improve your ability to influence others. |
| foot in the door technique psychology: Applying Social Psychology Abraham P Buunk, Mark Van Vugt, 2007-11-15 `I think this is a wonderful book. The social psychological theories are exceptionally well presented for practical use. Anyone studying social psychology will find this book extremely relevant and accessible' - Gerjo Kok, Professor of Applied Psychology, Department of Work and Social Psychology, Maastricht University `This is a highly readable book dealing with an exciting topic, applied social psychology, which is at the heart of many urgent problems of the new millennium. It is well suited for curing the disease of those who still believe there is an opposition between fundamental and applied research, between theories and practice. The major asset of this volume lies in the originality and strength of the PATH concept -- from problem definition, over analysis, and test, to helping. I like the idea to implement and institutionalize this framework in teaching and in education' - Klaus Fiedler, University of Heidelberg Introducing a new methodological approach for doing applied psychology, the PATH model, this book offers a simple, systematic, step-by-step, easy-to-use methodology for applying primarily social psychological theory to a wide range of social problems, from tackling crime and prejudice to fostering environmental conservation and team performance. It helps and guides students to define a problem, conduct a theory-based analysis, develop an explanatory model, set up and execute a research project to test the model, and develop an intervention. Applying Social Psychology is a highly practical text, which can be used by introductory and advanced level students who want to learn how to analyze practical problems and develop solutions for these problems based upon social psychological theory and research. Written in an engaging and accessible way, this book offers: 1. A new methodological model put forward by the authors (PATH model); 2. Real world case studies; 3. End of chapter exercises; 4. Interviews with leading social psychologists; 5.Glossary of key theories and concepts in social psychology; 6. Recommended further reading. |
| foot in the door technique psychology: Social Judgment and Intergroup Relations Donald Granberg, Gian Sarup, 2012-12-06 Social Judgment and Intergroup Relations: Essays in Honor of Muzafer Sherif is a stimulating collection which paints a crisp and fascinating picture of social psychology during its decades of growth into a mature science. With his important contributions in the study of social norms, attitudes, self concept, group relations, and other areas, Muzafer Sherif was a key figure in the discipline. Each essay in this book illustrates the lasting influence of Muzafer Sherif's seminal work in social psychology. |
| foot in the door technique psychology: Beliefs, Attitudes and Human Affairs Daryl J. Bem, 1973 |
| foot in the door technique psychology: The As If Principle Richard Wiseman, 2013-01-08 Victorian philosopher William James had a theory about emotion and behavior: It isn’t that our feelings guide our actions (feel happy and you will laugh). On the contrary, it is our actions that guide our emotions (laugh and you will feel happy). This led James to a remarkable conclusion: “If you want a quality, act as if you already have it.” Roused by James’s astonishing discovery, renowned psychologist and bestselling author Richard Wiseman confirms James’s principle and shows how the self-help genre has for too long put the cart before the horse in trying to help us take control of our lives. Bringing to the table a dazzling array of firsthand experiments, surprising histories, and psychological case studies, Wiseman illustrates in brilliant detail how we can apply this principle in our daily lives: —Smile to become measurably happier —Wash your hands to drive away guilt —Clench your fist to increase your willpower —Eat with your non-dominant hand to lose weight —Nod while speaking to become more persuasive —Act like a newlywed to rekindle your marriage Lively, engaging, and truly mind-changing, The As If Principle is that rare gem that offers real, workable solutions for your day-to-day goals while helping you to instantly take control of your emotions. Whether it’s quitting a bad habit, persevering through a difficult task, or achieving your dream self, The As If Principle can help. Don’t just think about changing your life. Do it. |
| foot in the door technique psychology: If You Give a Mouse a Cookie 25th Anniversary Edition Laura Joffe Numeroff, 1985-05-09 If a hungry little traveler shows up at your house, you might want to give him a cookie. If you give him a cookie, he's going to ask for a glass of milk. He'll want to look in a mirror to make sure he doesn't have a milk mustache, and then he'll ask for a pair of scissors to give himself a trim.... The consequences of giving a cookie to this energetic mouse run the young host ragged, but young readers will come away smiling at the antics that tumble like dominoes through the pages of this delightful picture book. |
| foot in the door technique psychology: Handbook of the History of Social Psychology Arie W. Kruglanski, Wolfgang Stroebe, 2012-10-12 For the first time in the history of social psychology, we have a handbook on the history of social psychology. In it, leading luminaries in the field present their take on how research in their own domains has unfolded, on the scientists whose impact shaped the research agendas in the different areas of social psychology, and on events, institutions and publications that were pivotal in determining the field’s history. Social psychology’s numerous subfields now boast a rich historical heritage of their own, which demands special attention. The Handbook recounts the intriguing and often surprising lessons that the tale of social psychology’s remarkable ascendance has to offer. The historical diversity is the hallmark of the present handbook reflecting each of this field’s domains unique evolution. Collectively, the contributions put a conceptual mirror to our field and weave the intricate tapestry of people, dynamics and events whose workings combined to produce what the vibrant discipline of social psychology is today. They allow the contemporary student, scholar and instructor to explore the historical development of this important field, provide insight into its enduring aims and allow them to transcend the vicissitudes of the zeitgeist and fads of the moment. The Handbook of the History of Social Psychology provides an essential resource for any social psychologist’s collection. |
| foot in the door technique psychology: Teaching Psychology Sandra Goss Lucas, Sandra Goss-Lucas, Douglas A. Bernstein, 2004-12-13 Most new psychology instructors enter their first undergraduate classrooms with little or no formal preparation for their role as a teacher. The goal of this book is to review the body of teaching research that is available as well as some of the well-accepted lore, so as to make the first foray into teaching psychology a positive experience. Teaching Psychology outlines the major problems and issues confronting psychology teachers. It presents an overview of the nuts and bolts of teaching psychology including dealing with troubled and troubling students, choosing and using technology, developing evaluation instruments, and selecting methods for self-evaluation. Written by two award-winning psychology professors with over 50 years of combined teaching experience, the book offers a wide range of down-to-earth suggestions and immediately usable materials intended to help psychology teachers teach better and help students learn more. The chapters are organized to roughly parallel the sequence of tasks that new psychology teachers face, beginning with goal setting and ending with evaluation of one's teaching. Each chapter is chockfull of helpful tools including checklists, sample lecture notes, writing assignments, and grading criteria. To make it easier to customize this material, these tools are available on an accompanying CD along with a rating sheet for choosing a textbook, a student grade-record sheet, a sample statement on academic integrity and a pool of less-than-perfect test items to hone item-writing skills. This book offers guidelines for teaching such as: setting goals in line with 10 basic principles of effective teaching planning the basics including choosing a text, writing a syllabus, and creating a grading system setting a positive tone in the classroom providing tips on asking and answering questions, promoting critical thinking, and evaluating student performance. Intended for psychology graduate students who are learning to teach, faculty who train psychology instructors, and new psychology faculty at institutions ranging from high schools to universities, as well as experienced faculty wishing to hone their teaching skills. |
| foot in the door technique psychology: Brewer's Dictionary of Modern Phrase & Fable John Ayto, Ian Crofton, 2010-11 Completely updated for the twenty-first century, this reference presents definitions and origins of thousands of words, idioms, catchphrases, slogans, nicknames, and events from TV, literature, music, comic strips, and computer games. |
| foot in the door technique psychology: The Psychology of Consumer Behavior Brian Mullen, Craig Johnson, 2013-06-17 After years of study in the area of consumer behavior, Mullen and Johnson bring together a broad survey of small answers to a big question: Why do consumers do what they do? This book provides an expansive, accessible presentation of current psychological theory and research as it illuminates fundamental issues regarding the psychology of consumer behavior. The authors hypothesize that an improved understanding of consumer behavior could be employed to more successfully influence consumers' use of products, goods, and services. At the same time, an improved understanding of consumer behavior might be used to serve as an advocate for consumers in their interactions in the marketplace. |
| foot in the door technique psychology: Advanced Social Psychology Roy F. Baumeister, Eli J. Finkel, 2010-06-29 Social psychology is a flourishing discipline. It explores the most essential questions of the human psyche (e.g., Why do people help or harm others? How do influence professionals get us to do what they want, and how can we inoculate ourselves against their sometimes-insidious persuasion tactics? Why do social relationships exert such powerful effects on people's physical health?), and it does so with clever, ingenuitive research methods. This edited volume is a textbook for advanced social psychology courses. Its primary target audience is first-year graduate students (MA or PhD) in social psychlogy, although it is also appropriate for upper-level undergraduate courses in social psychology and for doctoral students in disciplines connecting to social psychology (e.g., marketing, organizational behavior). The authors of the chapters are world-renowned leaders on their topic, and they have written these chapters to be engaging and accessible to students who are just learning the discipline. After reading this book, you will be able to understand almost any journal article or conference presentation in any field of social psychology. You will be able to converse competently with most social psychologists in their primary research domain, a use skill that is relevant not only in daily life but also when interviewing for a faculty position. And, most importantly, you will be equipped with the background knowledge to forge ahead more confidently with your own research. |
| foot in the door technique psychology: Personality and Persuasibility Irving Lester Janis, 1982-10-21 General persuasibility--a person's readiness to accept social influence from others irrespective of what he or she knows about the communicator or what it is that the communicator is advocating--is studied. Significant contributions on individual differences in persuasibility made by a number of psychologists associated with the Yale Communication and Attitude Change Program are brought together in this volume. |
| foot in the door technique psychology: The Sense of Agency Patrick Haggard, Baruch Eitam, 2015-08-27 Agency has two meanings in psychology and neuroscience. It can refer to one's capacity to affect the world and act in line with one's goals and desires--this is the objective aspect of agency. But agency can also refer to the subjective experience of controlling one's actions, or how it feels to achieve one's goals or affect the world. This subjective aspect is known as the sense of agency, and it is an important part of what makes us human. Interest in the sense of agency has exploded since the early 2000s, largely because scientists have learned that it can be studied objectively through analyses of human judgment, behavior, and the brain. This book brings together some of the world's leading researchers to give structure to this nascent but rapidly growing field. The contributors address questions such as: What role does agency play in the sense of self? Is agency based on predicting outcomes of actions? And what are the links between agency and motivation? Recent work on the sense of agency has been markedly interdisciplinary. The chapters collected here combine ideas and methods from fields as diverse as engineering, psychology, neurology, neuroscience, and philosophy of mind, making the book a valuable resource for any student or researcher interested in action, volition, and exploring how mind and brain are organized. |
| foot in the door technique psychology: Obedience to Authority Stanley Milgram, 2017-07-11 A special edition reissue of the landmark study of humanity’s susceptibility to authoritarianism. In the 1960s Yale University psychologist Stanley Milgram famously carried out a series of experiments that forever changed our perceptions of morality and free will. The subjects—or “teachers”—were instructed to administer electroshocks to a human “learner,” with the shocks becoming progressively more powerful and painful. Controversial but now strongly vindicated by the scientific community, these experiments attempted to determine to what extent people will obey orders from authority figures regardless of consequences. “Milgram’s experiments on obedience have made us more aware of the dangers of uncritically accepting authority,” wrote Peter Singer in the New York Times Book Review. Featuring a new introduction from Dr. Philip Zimbardo, who conducted the famous Stanford Prison Experiment, Obedience to Authority is Milgram’s fascinating and troubling chronicle of his classic study and a vivid and persuasive explanation of his conclusions . . . A part of Harper Perennial’s special “Resistance Library” highlighting classic works that illuminate our times The inspiration for the major motion picture Experimenter |
| foot-in-the-door technique psychology: Techniques of Social Influence Dariusz Dolinski, 2015-07-03 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. |
| foot-in-the-door technique psychology: The Science of Social Influence Anthony R. Pratkanis, 2011-02-25 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. |
| foot-in-the-door technique psychology: Attitudes And Persuasion Richard E Petty, 2018-02-20 This book provides a needed survey of a truly remarkable number of different theoretical approaches to the related phenomena of attitude and belief change. It focuses on variable perspective theory which is far more deserving of attention than the present level of research activity. |
| foot-in-the-door technique psychology: Psychology Peter O. Gray, 2006-04-07 An introductory text that explores Psychology's major theories, and the evidence that supports and refutes them. This title incorporates research, helping students to probe for the purposes and biological origins of behavior - the 'whys' and 'hows' of Human Psychology. |
| foot-in-the-door technique psychology: Psychology Don H. Hockenbury, Sandra E. Hockenbury, 2002-07-19 New edition of the Hockenburys' text, which draws on their extensive teaching and writing experiences to speak directly to students who are new to psychology. |
| foot-in-the-door technique psychology: The Oxford Handbook of Social Influence Stephen G. Harkins, Kipling D. Williams, Jerry M. Burger, 2017 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. |
| foot-in-the-door technique psychology: Understanding Psychology for Medicine and Nursing Mohamed Ahmed Abd El-Hay, 2019-12-06 The book presents a comprehensive updated approach to current psychological knowledge to facilitate a rapid review of the major subjects in psychology in medicine and to stimulate further detailed study. The book is divided into five Parts. Part One provides an elaborate background of the various sub-disciplines of psychology, the various theories and schools of thoughts encompassing them. Part Two discusses the links between the physical and psychological state of being human. Part Three elucidates the basic psychological processes that shape human cognizance. Part Four talks about the different factors which influence the human psyche. Part Five discusses the various aspects of clinical psychology and their implications for the physical well-being of people. Understanding Psychology for Medicine and Nursing distinguishes itself in providing a concise, clear understanding of most of the basic topics of psychology that are essential to all students of general psychology, but particularly to medical and nursing students, and to postgraduate trainees in psychiatry. |
| foot-in-the-door technique psychology: Interpersonal Rejection Mark R. Leary, 2001-05-03 Interpersonal rejection ranks among the most potent and distressing events that people experience. Romantic rejection, ostracism, stigmatization, job termination, and other kinds of rejects have the power to compromise the quality of people's lives. As a result, people are highly motivated to avoid social rejection, and indeed, much of human behavior appears to be designed to avoid such experiences. Yet, despite the widespread effects of real, anticipated and even imagined rejections, psychologists have devoted only passing attention to the topic, and the research on rejection has been scattered throughout a number of psychological subspecialtie including social, clinical, developmental, and personality psychology. This volume brigns together contributors whose work is on the cutting edge of rejection research, providing a readable overview of recent advances in the field. In doing so, it not only provides a look at the current state of the area, but also helps to establish the topic of rejection as an identifiable area for future research. |
| foot-in-the-door technique psychology: The Field Study in Social Psychology Tomasz Grzyb, Dariusz Dolinski, 2021-09-08 This unique book offers a comprehensive introduction to field studies as a research method in social psychology, demonstrating that field studies are an important element of contemporary social psychology, and encourages its usage in a methodologically correct and ethical manner. The authors demonstrate that field studies are an important and a much-needed element of contemporary social psychology and that abandoning this method would be at a great loss for the field. Examining successful examples of field studies, including those by Sherif and Sherif, studies of obedience by Hofling, or the studies of stereotypes of the Chinese by LaPiere, they explore the advantages and limitations of the field study method, whilst offering practical guidance on how it can be used in experiments now and in the future. Covering the history and decline of the field study method, particularly in the wake of the replication crisis, the text argues for the revival the field study method by demonstrating the importance of studying the behaviour of subjects in real life, rather than laboratory conditions. In fact, the results point to certain variables and research phenomena that can only be captured using field studies. In the final section, the authors also explain the methods to follow when conducting field studies, to make sure they are methodologically correct and meet the criteria of contemporary expectations regarding statistical calculations, while also ensuring that they are conducted ethically. This is an essential reading for graduate and undergraduate students and academics in social psychology taking courses on methodology, and researchers looking to use field study methods in their research. |
| foot-in-the-door technique psychology: Hidden Persuasion Marc Andrews, 2019-07-16 Visual messages are omnipresent in our daily life. They are constantly attempting to persuade us to buy, learn and act. Some are more successful than others in influencing our behavior and choices. What is the secret power of these messages? How do they succeed in changing our behavior? This book analyzes advertising beyond the persuasive power of the imagery itself. It explains the psychology behind 33 effective influence techniques in visual persuasion and how to apply them. The techniques range from influencing essentials to more obscure and insidious ones. The reader will gain deep insights into how visual means are constructed to influence behavior and decisionmaking on an unconscious level. All techniques are supported by rich visual references and additional information on the psychology of behavior change. This publication is not just an eye-opener for professionals and students in the communications and design field, but also for anybody who wants to understand how our behavior is influenced unconsciously by advertising, social campaigns and governmental messages. The book is co-authored by leading figures in social infl uence and visual persuasion. It is designed as an accessible modern reference book for creating and understanding persuasive visual imagery. It will open your eyes, we promise! |
| foot-in-the-door technique psychology: Psychology Richard A. Griggs, 2008-02-15 The updated 2nd edition of this brief introduction to Psychology, is more accessible and ideal for short courses. This is a brief, accessible introductory psychology textbook. The updated 2nd edition of this clear and brief introduction to Psychology is written by the award-winning lecturer and author Richard Griggs. The text is written in an engaging style and presents a selection of carefully chosen core concepts in psychology, providing solid topical coverage without drowning the student in a sea of details. |
| foot-in-the-door technique psychology: The Psychology of Commitment Charles A. Kiesler, 1971 |
| foot-in-the-door technique psychology: Influence PEOPLE Brian Ahearn, 2019-08-09 Would it help your career if people said yes to you 20% more than they do now? How about 30% or 40%? It's possible if you understand how to ethically persuade people. Influence PEOPLE can make that become a reality for you. Brian Ahearn breaks down decades of research into actionable ideas that will have more people saying yes to you more often. |
| foot-in-the-door technique psychology: Influence Robert B. Cialdini, 1988 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. |
| foot-in-the-door technique psychology: The Dynamics of Persuasion Richard M. Perloff, 2010 The Dynamics of Persuasion provides a comprehensive and up-to-date introduction to persuasive communication and attitude change. Offering a thorough discussion of classic and contemporary theories of persuasion, this text explores the structure and functions of attitudes, consistency between attitude and behavior, and issues in attitude measurement. Examining persuasion through media, interpersonal, and psychological lenses, author Richard M. Perloff systematically investigates the impact of persuasive communication on attitudes toward a variety of topics, including health, politics, and racial prejudice. In addition to presenting persuasion theory and research, he provides numerous examples of persuasion in action, demonstrating the role of persuasion research in everyday life. Written in a highly accessible and clear style, The Dynamics of Persuasion serves to: introduce the social science perspective on persuasion enhance understanding of persuasion theories and research highlight the major issues discussed in the field of persuasion research explore the complexities and subtleties in the dynamics of everyday persuasion raise awareness about the ethics of contemporary persuasion. New to this edition are: 2008 election examples interspersed througout the text focused discussions on compliance-gaining and negative advertising examples of strong attitude, such as the pros and cons of using animals in research. Complimented by a Companion Website (www.routledge.com/textbooks/dynamicsofpersuasion4e) with resources for students and instructors, The Dynamics of Persuasion is an engaging text appropriate for advanced courses on persuasion in communication, psychology, marketing, and sociology. In its exploration of the dynamics of persuasive communication, it illuminates the powerful effects persuasion has in contemporary society and enhances understanding of this ubiquitous communicative strategy. |
| foot-in-the-door technique psychology: Social Psychology Saul M. Kassin, Steven Fein, Hazel Rose Markus, 2010 Distinguished by its current-events emphasis, strong diversity coverage, and engaging connections drawn between social psychology and students' everyday lives, Social Psychology, International Edition, remains one of the most scholarly and well-written texts in its field. Integrating classic and contemporary research, the text also includes comprehensive coverage of social cognition and evolutionary psychology, and features authoritative material on social psychology and the law. In addition, coverage of culture and diversity are integrated into every chapter by Hazel Rose Markus, a leader and respected researcher in the study of cultural psychology. |
| foot-in-the-door technique psychology: The Crying of Lot 49 Thomas Pynchon, 2012-06-13 One of The Atlantic’s Great American Novels of the Past 100 Years “The comedy crackles, the puns pop, the satire explodes.”—The New York Times “The work of a virtuoso with prose . . . His intricate symbolic order [is] akin to that of Joyce’s Ulysses.”—Chicago Tribune “A puzzle, an intrigue, a literary and historical tour de force.”—San Francsisco Examiner The highly original satire about Oedipa Maas, a woman who finds herself enmeshed in a worldwide conspiracy. When her ex-lover, wealthy real-estate tycoon Pierce Inverarity, dies and designates her the coexecutor of his estate, California housewife Oedipa Maas is thrust into a paranoid mystery of metaphors, symbols, and the United States Postal Service. Traveling across Southern California, she meets some extremely interesting characters, and attains a not inconsiderable amount of self-knowledge. |
| foot-in-the-door technique psychology: Encyclopedia of Social Psychology Roy F. Baumeister, Kathleen D. Vohs, 2007-08-29 The set offers clear descriptions of commonly used and sometimes misunderstood terms, e.g., cultural differences, authoritarian personality, and neuroticism. The field has expanded since publication of The Blackwell Encyclopedia of Social Psychology, ed. by A. Manstead and M. Hewstone et al. (CH, Jan ′96, 33-2457), and this work is a valuable response to that. Summing Up: Recommended. All levels. —CHOICE Not long ago, social psychology was a small field consisting of creative, energetic researchers bent on trying to study a few vexing problems in normal adult human behavior with rigorous scientific methods. In a few short decades, the field has blossomed into a major intellectual force, with thousands of researchers worldwide exploring a stunningly diverse set of fascinating phenomena with an impressive arsenal of research methods and ever more carefully honed theories. The Encyclopedia of Social Psychology is designed as a road map to this rapidly growing and important field and provides individuals with a simple, clear, jargon-free introduction. These two volumes include more than 600 entries chosen by a diverse team of experts to comprise an exhaustive list of the most important concepts. Entries provide brief, clear, and readable explanations to the vast number of ideas and concepts that make up the intellectual and scientific content in the area of social psychology. Key Features Provides background to each concept, explains what researchers are now doing with it, and discusses where it stands in relation to other concepts in the field Translates jargon into plain, clear, everyday language rather than speaking in the secret language of the discipline Offers contributions from prominent, well-respected researchers extending over the many subfields of social psychology that collectively have a truly amazing span of expertise Key Themes Action Control Antisocial Behaviors Attitude Culture Emotions Evolution Groups Health History Influence Interpersonal Relationships Judgment and Decision Making Methods Personality Prejudice Problem Behaviors Prosocial Behaviors Self Social Cognition Subdisciplines The Encyclopedia of Social Psychology is the first resource to present students, researchers, scholars, and practitioners with state-of-the-art research and ready-to-use facts from this fascinating field. It is a must have resource for all academic libraries. |
| foot-in-the-door technique psychology: Applied Social Psychology Linda Steg, Kees Keizer, Abraham P. Buunk, Talib Rothengatter, 2017-04-27 An introduction to how social psychological theories, methods and interventions can be applied to manage real-world social problems. |
| foot-in-the-door technique psychology: Fair Play Eve Rodsky, 2021-01-05 AN INSTANT NEW YORK TIMES BESTSELLER • A REESE'S BOOK CLUB PICK Tired, stressed, and in need of more help from your partner? Imagine running your household (and life!) in a new way... It started with the Sh*t I Do List. Tired of being the “shefault” parent responsible for all aspects of her busy household, Eve Rodsky counted up all the unpaid, invisible work she was doing for her family—and then sent that list to her husband, asking for things to change. His response was...underwhelming. Rodsky realized that simply identifying the issue of unequal labor on the home front wasn't enough: She needed a solution to this universal problem. Her sanity, identity, career, and marriage depended on it. The result is Fair Play: a time- and anxiety-saving system that offers couples a completely new way to divvy up domestic responsibilities. Rodsky interviewed more than five hundred men and women from all walks of life to figure out what the invisible work in a family actually entails and how to get it all done efficiently. With 4 easy-to-follow rules, 100 household tasks, and a series of conversation starters for you and your partner, Fair Play helps you prioritize what's important to your family and who should take the lead on every chore, from laundry to homework to dinner. “Winning” this game means rebalancing your home life, reigniting your relationship with your significant other, and reclaiming your Unicorn Space—the time to develop the skills and passions that keep you interested and interesting. Stop drowning in to-dos and lose some of that invisible workload that's pulling you down. Are you ready to try Fair Play? Let's deal you in. |
| foot-in-the-door technique psychology: Development and Maintenance of Prosocial Behavior Ervin Staub, 2013-11-09 This book was inspired by an intimate, stimulating, intellectually enrich ing conference that took place in Poland. However, the book is not a conference report. Rather, at the time of the conference, participants agreed that it would be worthwhile to create a volume representing the international state of knowledge in pro social behavior, and many of them agreed to write chapters. This volume is the outcome. The book contains chapters by outstanding researchers and scholars who have made substantial contributions to some aspect of scholarship about pro social behavior-helpfulness, generosity, kindness, coopera tion, or other behavior that benefits people. The book concerns itself with how prosocial behavior comes about and what influences contrib ute to or inhibit it; how prosocial behavior, or values and other personal characteristics that promote prosocial behavior, develop; how socializa tion, peer interaction, and other experiences contribute to development; and with the cognitive, emotional, and behavioral consequences of re ceiving help. Some chapters directly, and a number of them implicitly, concern themselves with applications of knowledge about prosocial be havior, particularly with the question of how cooperation and behavior that benefits other people can be promoted. The purpose of the book is. in part to show where the field stands and what knowledge we have accumulated, and in part to suggest fu ture directions and advance the field. It is a truly international book, with contributors from most countries where research on pro social be havior is being conducted. |
| foot-in-the-door technique psychology: The Composite Persuasion Joel Marsh, 2011-10-29 ** Persuasion, manipulation & brainwashing. The most complete method of influence, ever. ** Did you know that most classic persuasion books are built on old research from the 1980's? Based on the science of psychology and the methods of masters, The Composite Persuasion is the long-awaited update to persuasion research for a new generation of persuaders, online and in real-life. Joel Marsh is a world-class Experience Architect who has compared over 40 persuasive disciplines, combining the best methods from the world's most persuasive experts into a single formula. From military training and movie scripts, to fortune tellers and scientists, all persuasion everywhere is the same. Learn how to do persuasion, fix your weaknesses, and avoid being manipulated, now. |
| foot-in-the-door technique psychology: Methods of Persuasion Nick Kolenda, 2013 Using principles from cognitive psychology, Nick Kolenda developed a unique way to subconsciously influence people's thoughts. He developed a mind reading stage show depicting that phenomenon, and his demonstrations have been seen by over a million people across the globe. Methods of Persuasion reveals that secret for the first time. You'll learn how to use those principles to influence people's thoughts in your own life.--Publisher's description. |
| foot-in-the-door technique psychology: The Things They Carried Tim O'Brien, 2009-10-13 A classic work of American literature that has not stopped changing minds and lives since it burst onto the literary scene, The Things They Carried is a ground-breaking meditation on war, memory, imagination, and the redemptive power of storytelling. The Things They Carried depicts the men of Alpha Company: Jimmy Cross, Henry Dobbins, Rat Kiley, Mitchell Sanders, Norman Bowker, Kiowa, and the character Tim O’Brien, who has survived his tour in Vietnam to become a father and writer at the age of forty-three. Taught everywhere—from high school classrooms to graduate seminars in creative writing—it has become required reading for any American and continues to challenge readers in their perceptions of fact and fiction, war and peace, courage and fear and longing. The Things They Carried won France's prestigious Prix du Meilleur Livre Etranger and the Chicago Tribune Heartland Prize; it was also a finalist for the Pulitzer Prize and the National Book Critics Circle Award. |
| foot-in-the-door technique psychology: The Psychology of Consumer Behavior Brian Mullen, Craig Johnson, 2013-06-17 After years of study in the area of consumer behavior, Mullen and Johnson bring together a broad survey of small answers to a big question: Why do consumers do what they do? This book provides an expansive, accessible presentation of current psychological theory and research as it illuminates fundamental issues regarding the psychology of consumer behavior. The authors hypothesize that an improved understanding of consumer behavior could be employed to more successfully influence consumers' use of products, goods, and services. At the same time, an improved understanding of consumer behavior might be used to serve as an advocate for consumers in their interactions in the marketplace. |
| foot-in-the-door technique psychology: Handbook of the History of Social Psychology Arie W. Kruglanski, Wolfgang Stroebe, 2012-10-12 For the first time in the history of social psychology, we have a handbook on the history of social psychology. In it, leading luminaries in the field present their take on how research in their own domains has unfolded, on the scientists whose impact shaped the research agendas in the different areas of social psychology, and on events, institutions and publications that were pivotal in determining the field’s history. Social psychology’s numerous subfields now boast a rich historical heritage of their own, which demands special attention. The Handbook recounts the intriguing and often surprising lessons that the tale of social psychology’s remarkable ascendance has to offer. The historical diversity is the hallmark of the present handbook reflecting each of this field’s domains unique evolution. Collectively, the contributions put a conceptual mirror to our field and weave the intricate tapestry of people, dynamics and events whose workings combined to produce what the vibrant discipline of social psychology is today. They allow the contemporary student, scholar and instructor to explore the historical development of this important field, provide insight into its enduring aims and allow them to transcend the vicissitudes of the zeitgeist and fads of the moment. The Handbook of the History of Social Psychology provides an essential resource for any social psychologist’s collection. |
| foot-in-the-door technique psychology: Beliefs, Attitudes and Human Affairs Daryl J. Bem, 1973 |
| foot-in-the-door technique psychology: Neuromarketing Patrick Renvoise, Christophe Morin, 2007-09-30 The latest brain research is changing the way we think about sales. How can this help you increase your business? With people being inundated with thousands of daily sales messages, selling is now tougher than ever. That's why you need to learn what neuroscience has uncovered that will immediately increase your selling and influencing effectiveness. Unveiling the latest brain research and revolutionary marketing practices, authors Patrick Renvoisé and Christophe Morin teach highly effective techniques to help you deliver powerful, unique, and memorable presentations that will have a major, lasting impact on potential buyers. In Neuromarketing, Renvoisé and Morin will help you learn: The six stimuli that always trigger a response The four steps to align content and delivery of your message The six message building blocks to address the old brain The seven powerful impact boosters to set your delivery apart from the rest Once you know how the decision-making part of the brain works, you'll quickly begin to deliver more convincing sales presentations, close more deals, create more effective marketing strategies, and radically improve your ability to influence others. |
| foot-in-the-door technique psychology: The As If Principle Richard Wiseman, 2013-01-08 Victorian philosopher William James had a theory about emotion and behavior: It isn’t that our feelings guide our actions (feel happy and you will laugh). On the contrary, it is our actions that guide our emotions (laugh and you will feel happy). This led James to a remarkable conclusion: “If you want a quality, act as if you already have it.” Roused by James’s astonishing discovery, renowned psychologist and bestselling author Richard Wiseman confirms James’s principle and shows how the self-help genre has for too long put the cart before the horse in trying to help us take control of our lives. Bringing to the table a dazzling array of firsthand experiments, surprising histories, and psychological case studies, Wiseman illustrates in brilliant detail how we can apply this principle in our daily lives: —Smile to become measurably happier —Wash your hands to drive away guilt —Clench your fist to increase your willpower —Eat with your non-dominant hand to lose weight —Nod while speaking to become more persuasive —Act like a newlywed to rekindle your marriage Lively, engaging, and truly mind-changing, The As If Principle is that rare gem that offers real, workable solutions for your day-to-day goals while helping you to instantly take control of your emotions. Whether it’s quitting a bad habit, persevering through a difficult task, or achieving your dream self, The As If Principle can help. Don’t just think about changing your life. Do it. |
| foot-in-the-door technique psychology: Applying Social Psychology Abraham P Buunk, Mark Van Vugt, 2007-11-15 `I think this is a wonderful book. The social psychological theories are exceptionally well presented for practical use. Anyone studying social psychology will find this book extremely relevant and accessible' - Gerjo Kok, Professor of Applied Psychology, Department of Work and Social Psychology, Maastricht University `This is a highly readable book dealing with an exciting topic, applied social psychology, which is at the heart of many urgent problems of the new millennium. It is well suited for curing the disease of those who still believe there is an opposition between fundamental and applied research, between theories and practice. The major asset of this volume lies in the originality and strength of the PATH concept -- from problem definition, over analysis, and test, to helping. I like the idea to implement and institutionalize this framework in teaching and in education' - Klaus Fiedler, University of Heidelberg Introducing a new methodological approach for doing applied psychology, the PATH model, this book offers a simple, systematic, step-by-step, easy-to-use methodology for applying primarily social psychological theory to a wide range of social problems, from tackling crime and prejudice to fostering environmental conservation and team performance. It helps and guides students to define a problem, conduct a theory-based analysis, develop an explanatory model, set up and execute a research project to test the model, and develop an intervention. Applying Social Psychology is a highly practical text, which can be used by introductory and advanced level students who want to learn how to analyze practical problems and develop solutions for these problems based upon social psychological theory and research. Written in an engaging and accessible way, this book offers: 1. A new methodological model put forward by the authors (PATH model); 2. Real world case studies; 3. End of chapter exercises; 4. Interviews with leading social psychologists; 5.Glossary of key theories and concepts in social psychology; 6. Recommended further reading. |
| foot-in-the-door technique psychology: Techniques of Social Influence Dariusz Dolinski, 2015-07-03 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. |
| foot-in-the-door technique psychology: Social Judgment and Intergroup Relations Donald Granberg, Gian Sarup, 2012-12-06 Social Judgment and Intergroup Relations: Essays in Honor of Muzafer Sherif is a stimulating collection which paints a crisp and fascinating picture of social psychology during its decades of growth into a mature science. With his important contributions in the study of social norms, attitudes, self concept, group relations, and other areas, Muzafer Sherif was a key figure in the discipline. Each essay in this book illustrates the lasting influence of Muzafer Sherif's seminal work in social psychology. |
| foot-in-the-door technique psychology: If You Give a Mouse a Cookie 25th Anniversary Edition Laura Joffe Numeroff, 1985-05-09 If a hungry little traveler shows up at your house, you might want to give him a cookie. If you give him a cookie, he's going to ask for a glass of milk. He'll want to look in a mirror to make sure he doesn't have a milk mustache, and then he'll ask for a pair of scissors to give himself a trim.... The consequences of giving a cookie to this energetic mouse run the young host ragged, but young readers will come away smiling at the antics that tumble like dominoes through the pages of this delightful picture book. |
| foot-in-the-door technique psychology: The Sense of Agency Patrick Haggard, Baruch Eitam, 2015-08-27 Agency has two meanings in psychology and neuroscience. It can refer to one's capacity to affect the world and act in line with one's goals and desires--this is the objective aspect of agency. But agency can also refer to the subjective experience of controlling one's actions, or how it feels to achieve one's goals or affect the world. This subjective aspect is known as the sense of agency, and it is an important part of what makes us human. Interest in the sense of agency has exploded since the early 2000s, largely because scientists have learned that it can be studied objectively through analyses of human judgment, behavior, and the brain. This book brings together some of the world's leading researchers to give structure to this nascent but rapidly growing field. The contributors address questions such as: What role does agency play in the sense of self? Is agency based on predicting outcomes of actions? And what are the links between agency and motivation? Recent work on the sense of agency has been markedly interdisciplinary. The chapters collected here combine ideas and methods from fields as diverse as engineering, psychology, neurology, neuroscience, and philosophy of mind, making the book a valuable resource for any student or researcher interested in action, volition, and exploring how mind and brain are organized. |
| foot-in-the-door technique psychology: Brewer's Dictionary of Modern Phrase & Fable John Ayto, Ian Crofton, 2010-11 Completely updated for the twenty-first century, this reference presents definitions and origins of thousands of words, idioms, catchphrases, slogans, nicknames, and events from TV, literature, music, comic strips, and computer games. |
| foot-in-the-door technique psychology: Getting Grounded in Social Psychology Todd D. Nelson, 2017-07-06 Cover -- Title -- Copyright -- CONTENTS -- List of Contributors -- Preface -- 1 Creating Social Psychology: Some Ideas on the Research Process -- 2 The Search for the Self -- 3 Social Cognition -- 4 Causal Attributions and Social Judgments -- 5 Attitudes -- 6 Social Neuroscience -- 7 Social Influence -- 8 Aggression -- 9 Attraction and Intimate Relationships -- 10 Prosocial Behavior -- 11 Prejudice -- 12 Group Processes -- 13 Culture and Social Behavior -- Index |
| foot-in-the-door technique psychology: The Lucifer Effect Philip Zimbardo, 2007-03-27 The definitive firsthand account of the groundbreaking research of Philip Zimbardo—the basis for the award-winning film The Stanford Prison Experiment Renowned social psychologist and creator of the Stanford Prison Experiment Philip Zimbardo explores the mechanisms that make good people do bad things, how moral people can be seduced into acting immorally, and what this says about the line separating good from evil. The Lucifer Effect explains how—and the myriad reasons why—we are all susceptible to the lure of “the dark side.” Drawing on examples from history as well as his own trailblazing research, Zimbardo details how situational forces and group dynamics can work in concert to make monsters out of decent men and women. Here, for the first time and in detail, Zimbardo tells the full story of the Stanford Prison Experiment, the landmark study in which a group of college-student volunteers was randomly divided into “guards” and “inmates” and then placed in a mock prison environment. Within a week the study was abandoned, as ordinary college students were transformed into either brutal, sadistic guards or emotionally broken prisoners. By illuminating the psychological causes behind such disturbing metamorphoses, Zimbardo enables us to better understand a variety of harrowing phenomena, from corporate malfeasance to organized genocide to how once upstanding American soldiers came to abuse and torture Iraqi detainees in Abu Ghraib. He replaces the long-held notion of the “bad apple” with that of the “bad barrel”—the idea that the social setting and the system contaminate the individual, rather than the other way around. This is a book that dares to hold a mirror up to mankind, showing us that we might not be who we think we are. While forcing us to reexamine what we are capable of doing when caught up in the crucible of behavioral dynamics, though, Zimbardo also offers hope. We are capable of resisting evil, he argues, and can even teach ourselves to act heroically. Like Hannah Arendt’s Eichmann in Jerusalem and Steven Pinker’s The Blank Slate, The Lucifer Effect is a shocking, engrossing study that will change the way we view human behavior. Praise for The Lucifer Effect “The Lucifer Effect will change forever the way you think about why we behave the way we do—and, in particular, about the human potential for evil. This is a disturbing book, but one that has never been more necessary.”—Malcolm Gladwell “An important book . . . All politicians and social commentators . . . should read this.”—The Times (London) “Powerful . . . an extraordinarily valuable addition to the literature of the psychology of violence or ‘evil.’”—The American Prospect “Penetrating . . . Combining a dense but readable and often engrossing exposition of social psychology research with an impassioned moral seriousness, Zimbardo challenges readers to look beyond glib denunciations of evil-doers and ponder our collective responsibility for the world’s ills.”—Publishers Weekly “A sprawling discussion . . . Zimbardo couples a thorough narrative of the Stanford Prison Experiment with an analysis of the social dynamics of the Abu Ghraib prison in Iraq.”—Booklist “Zimbardo bottled evil in a laboratory. The lessons he learned show us our dark nature but also fill us with hope if we heed their counsel. The Lucifer Effect reads like a novel.”—Anthony Pratkanis, Ph.D., professor emeritus of psychology, University of California |
| foot-in-the-door technique psychology: Teaching Psychology Sandra Goss Lucas, Sandra Goss-Lucas, Douglas A. Bernstein, 2004-12-13 Most new psychology instructors enter their first undergraduate classrooms with little or no formal preparation for their role as a teacher. The goal of this book is to review the body of teaching research that is available as well as some of the well-accepted lore, so as to make the first foray into teaching psychology a positive experience. Teaching Psychology outlines the major problems and issues confronting psychology teachers. It presents an overview of the nuts and bolts of teaching psychology including dealing with troubled and troubling students, choosing and using technology, developing evaluation instruments, and selecting methods for self-evaluation. Written by two award-winning psychology professors with over 50 years of combined teaching experience, the book offers a wide range of down-to-earth suggestions and immediately usable materials intended to help psychology teachers teach better and help students learn more. The chapters are organized to roughly parallel the sequence of tasks that new psychology teachers face, beginning with goal setting and ending with evaluation of one's teaching. Each chapter is chockfull of helpful tools including checklists, sample lecture notes, writing assignments, and grading criteria. To make it easier to customize this material, these tools are available on an accompanying CD along with a rating sheet for choosing a textbook, a student grade-record sheet, a sample statement on academic integrity and a pool of less-than-perfect test items to hone item-writing skills. This book offers guidelines for teaching such as: setting goals in line with 10 basic principles of effective teaching planning the basics including choosing a text, writing a syllabus, and creating a grading system setting a positive tone in the classroom providing tips on asking and answering questions, promoting critical thinking, and evaluating student performance. Intended for psychology graduate students who are learning to teach, faculty who train psychology instructors, and new psychology faculty at institutions ranging from high schools to universities, as well as experienced faculty wishing to hone their teaching skills. |
| foot-in-the-door technique psychology: Yes! Noah J. Goldstein, Robert B. Cialdini, Steve J. Martin, 2013-02 The Freakonomics of social psychology' - The Times |
| foot-in-the-door technique psychology: SOCIAL PSYCHOLOGY NARAYAN CHANGDER, 2023-12-10 THE SOCIAL PSYCHOLOGY MCQ (MULTIPLE CHOICE QUESTIONS) SERVES AS A VALUABLE RESOURCE FOR INDIVIDUALS AIMING TO DEEPEN THEIR UNDERSTANDING OF VARIOUS COMPETITIVE EXAMS, CLASS TESTS, QUIZ COMPETITIONS, AND SIMILAR ASSESSMENTS. WITH ITS EXTENSIVE COLLECTION OF MCQS, THIS BOOK EMPOWERS YOU TO ASSESS YOUR GRASP OF THE SUBJECT MATTER AND YOUR PROFICIENCY LEVEL. BY ENGAGING WITH THESE MULTIPLE-CHOICE QUESTIONS, YOU CAN IMPROVE YOUR KNOWLEDGE OF THE SUBJECT, IDENTIFY AREAS FOR IMPROVEMENT, AND LAY A SOLID FOUNDATION. DIVE INTO THE SOCIAL PSYCHOLOGY MCQ TO EXPAND YOUR SOCIAL PSYCHOLOGY KNOWLEDGE AND EXCEL IN QUIZ COMPETITIONS, ACADEMIC STUDIES, OR PROFESSIONAL ENDEAVORS. THE ANSWERS TO THE QUESTIONS ARE PROVIDED AT THE END OF EACH PAGE, MAKING IT EASY FOR PARTICIPANTS TO VERIFY THEIR ANSWERS AND PREPARE EFFECTIVELY. |
Why is a cross † used as footnote marker for people?
Sep 20, 2015 · The dagger, which sometimes looks like a cross, has long been used to as a foot- or sidenote. Here's an example from 1582, though the practice is much older than this: Here's …
biblatex footcite and footnote - TeX - LaTeX Stack Exchange
In a document, I am using \\usepackage[style=mla,babel=hyphen,backend=biber]{biblatex} together with the \\footcite command, and everything is perfect. There is a difficulty when I …
Using \\footnote in a figure's \\caption - LaTeX Stack Exchange
Feb 3, 2011 · \caption{Caption\footnotemark.} \footnotetext{Foot notes} \end{minipage} \end{figure} This was the only way I was able to have image and footnote on the same page, …
\ifoot and \ofoot overlap: how to reduce available hspace?
Aug 8, 2018 · I can find no option to set the line width in the footer (nor the alignment). \documentclass[footheight=27.2pt]{scrartcl} \usepackage{scrlayer-scrpage} …
Change the contents of footline in a beamer presentation
Nov 17, 2012 · For my presentation, I am using Madrid theme; however, I'd like to change the contents of the footline. Currently, the footline shows, "short author" in the left, "short title" in …
Typesetting with Inch Symbols and Sizes in Inches - TeX
Personally, I don't think it's appropriate to use the mathmode commands \prime and \prime\prime (raised to superscript height, of course) to denote the length units foot and inch. Rather, these …
Configuring footnote position and spacing - TeX - TeX - LaTeX …
To "introduce some additional space in between one foot note and the next one, and between the first footnote and the line that separates it from the regular text" you can add the following line …
How I can typeset a footer on only one page? - TeX - TeX - LaTeX …
Jan 5, 2015 · Stack Exchange Network. Stack Exchange network consists of 183 Q&A communities including Stack Overflow, the largest, most trusted online community for …
beamer - How to add frame number to footline - TeX - TeX
Dec 30, 2020 · You'll have to manually set the page number in head/foot template using something like \setbeamertemplate{page number in head/foot}[totalframenumber] This prints …
Add notes under the table - TeX - LaTeX Stack Exchange
I'm using the latex package apa6e because the apa package isn't using APA style version 6 yet.. Now I'm trying to add a table with notes right underneath it, like in this table for instance:
Why is a cross † used as footnote marker for people?
Sep 20, 2015 · The dagger, which sometimes looks like a cross, has long been used to as a foot- or sidenote. Here's an example from 1582, though the practice is much older than this: Here's …
biblatex footcite and footnote - TeX - LaTeX Stack Exchange
In a document, I am using \\usepackage[style=mla,babel=hyphen,backend=biber]{biblatex} together with the \\footcite command, and everything is perfect. There is a difficulty when I want …
Using \\footnote in a figure's \\caption - LaTeX Stack Exchange
Feb 3, 2011 · \caption{Caption\footnotemark.} \footnotetext{Foot notes} \end{minipage} \end{figure} This was the only way I was able to have image and footnote on the same page, …
\ifoot and \ofoot overlap: how to reduce available hspace?
Aug 8, 2018 · I can find no option to set the line width in the footer (nor the alignment). \documentclass[footheight=27.2pt]{scrartcl} \usepackage{scrlayer-scrpage} …
Change the contents of footline in a beamer presentation
Nov 17, 2012 · For my presentation, I am using Madrid theme; however, I'd like to change the contents of the footline. Currently, the footline shows, "short author" in the left, "short title" in …
Typesetting with Inch Symbols and Sizes in Inches - TeX
Personally, I don't think it's appropriate to use the mathmode commands \prime and \prime\prime (raised to superscript height, of course) to denote the length units foot and inch. Rather, these …
Configuring footnote position and spacing - TeX - TeX - LaTeX …
To "introduce some additional space in between one foot note and the next one, and between the first footnote and the line that separates it from the regular text" you can add the following line …
How I can typeset a footer on only one page? - TeX - TeX - LaTeX …
Jan 5, 2015 · Stack Exchange Network. Stack Exchange network consists of 183 Q&A communities including Stack Overflow, the largest, most trusted online community for …
beamer - How to add frame number to footline - TeX - TeX
Dec 30, 2020 · You'll have to manually set the page number in head/foot template using something like \setbeamertemplate{page number in head/foot}[totalframenumber] This prints …
Add notes under the table - TeX - LaTeX Stack Exchange
I'm using the latex package apa6e because the apa package isn't using APA style version 6 yet.. Now I'm trying to add a table with notes right underneath it, like in this table for instance:
