Techniques of social influence with reference to political life



Abstract

The present paper presents various social influence techniques - practices aimed at increasing the likelihood that people will comply with requests, persuasion and suggestion they are addressed with. It describes sequential tech- niques (foot-in-the-door, door-in-the-face, foot-in-the-face, low ball) as well as techniques based on cognitive mechanisms (that's not all, even a penny helps, dialogue involvement) or on emotional mechanisms (induction of guilt, embarrassment, fear-then-relief). The paper also presents examples of using the above mentioned techniques with special focus on some which were taken from political life.

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Published : 2013-01-01


Doliński, D., & Wiszniowski, R. (2013). Techniques of social influence with reference to political life. Political Preferences, (4). Retrieved from https://www.journals.us.edu.pl/index.php/PP/article/view/4188

Dariusz Doliński  dariusz.dolinski@swps.edu.pl
Robert Wiszniowski 



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