na INLIS000000000000295 20221014094220 0010-1022000036 ta 221014 0 eng 978-1-315-74687-6 316.6 316.6 DOL t Dolinski Techniques of Social Influence : The Psychology of Gaining Compliance / Dariusz Dolinski Cet. I London : Routledge, 2016 viii, 187p. : ilus. Psikologi sosial This accessible text provides an overview of different social influence techniques, which people use in order to make others meet various requests, suggestions and commands. Author Dariusz Dolinski does not merely describe these techniques, but also explores the research behind them: how do we know that they work, and under what conditions are they more or less likely to be effective. A perfect introduction for psychology graduates and undergraduates studying social influence and persuasion, this original text will also appeal to scholars and students in neighboring disciplines, as well as interested practitioners in the field of sales and marketing. Dolinski 00034/102022/H/EB/BBPPBATU