Автор: Todorov Alexander Название: Face Value: The Irresistible Influence of First Impressions ISBN: 0691167494 ISBN-13(EAN): 9780691167497 Издательство: Wiley Рейтинг: Цена: 4752.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
The scientific story of first impressions--and why the snap character judgments we make from faces are irresistible but usually incorrect
We make up our minds about others after seeing their faces for a fraction of a second--and these snap judgments predict all kinds of important decisions. For example, politicians who simply look more competent are more likely to win elections. Yet the character judgments we make from faces are as inaccurate as they are irresistible; in most situations, we would guess more accurately if we ignored faces. So why do we put so much stock in these widely shared impressions? What is their purpose if they are completely unreliable? In this book, Alexander Todorov, one of the world's leading researchers on the subject, answers these questions as he tells the story of the modern science of first impressions.
Drawing on psychology, cognitive science, neuroscience, computer science, and other fields, this accessible and richly illustrated book describes cutting-edge research and puts it in the context of the history of efforts to read personality from faces. Todorov describes how we have evolved the ability to read basic social signals and momentary emotional states from faces, using a network of brain regions dedicated to the processing of faces. Yet contrary to the nineteenth-century pseudoscience of physiognomy and even some of today's psychologists, faces don't provide us a map to the personalities of others. Rather, the impressions we draw from faces reveal a map of our own biases and stereotypes.
A fascinating scientific account of first impressions, Face Value explains why we pay so much attention to faces, why they lead us astray, and what our judgments actually tell us.
Автор: Doli?ski Dariusz Название: Techniques of Social Influence ISBN: 1138815195 ISBN-13(EAN): 9781138815193 Издательство: Taylor&Francis Рейтинг: Цена: 7654.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: 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.
Автор: Pligt Название: The Psychology of Influence ISBN: 1138655392 ISBN-13(EAN): 9781138655393 Издательство: Taylor&Francis Рейтинг: Цена: 7654.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: The Psychology of Influence provides an up-to-date student-oriented overview of how people are persuaded to change their attitudes, preferences or behavior. It uses international examples from contemporary written texts, TV commercials and social media, and provides an ideal core text for courses on consumer behavior and the psychology of attitudes and persuasion.
Название: Majority and Minority Influence ISBN: 1138954993 ISBN-13(EAN): 9781138954991 Издательство: Taylor&Francis Рейтинг: Цена: 8114.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Majority and minority influence is a classic topic in social psychology and an important area of research. This volume collects recent work by an international group of scholars, representing a variety of different theoretical approaches, and provides a thorough evaluation of the most significant current developments and a blueprint for future research directions.
Автор: Friedkin Название: Social Influence Network Theory ISBN: 1107617677 ISBN-13(EAN): 9781107617674 Издательство: Cambridge Academ Рейтинг: Цена: 6019.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This book brings social influence network theory to bear on lines of research in the domain of small group dynamics concerned with changes of group members` positions on an issue, including the formation of a consensus and of settled disagreement, via endogenous interpersonal influences, in which group members are responding to the displayed positions of the members of the group.
Автор: Mugny Название: The Social Psychology of Minority Influence ISBN: 0521128781 ISBN-13(EAN): 9780521128780 Издательство: Cambridge Academ Рейтинг: Цена: 5069.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This book, first published in 1987, looks at the processes and spread of social innovation: the mechanisms of this innovation are rooted in the conflict that minorities are capable of creating in others and introducing into the social system. These innovations give rise to rejection, discrimination and denial of the minority group.
Описание: Appealing to humans' basic instincts to increase influence, buy-in and results
Survival of the species comes down to three basic instincts, say behavioural research strategists Dan Gregory and Kieran Flanagan--fear, self-interest and simplicity. These basic human behaviours come into play in all types of relationships, including those between businesses and customers. Selfish, Scared and Stupid: Stop fighting human nature and increase your performance, engagement and influence, demystifies these behaviours and examines the psychology behind why even the best ideas sometimes fail.
This book helps businesses design their organisations for reality rather than perfection, and also offers strategies to head off unprecedented levels of disengagement within, and outside, the business. It answers baffling questions around why the public sometimes fails to engage despite overwhelming data suggesting otherwise, why so many new products end up on clearance shelves and why so many great salespeople often fall short of their monthly targets.
Learn how the survival of the species plays into business, including delusionary realities and the reasons ideas can fail
Discover how to offer customers strategic rewards, thereby making the buying process more attractive to selfish natures
Examine the link between fear and the unknown, including strategies for quelling fears and turning them into action
Learn to use a simple mindset to create low-involvement products, helping appeal to instinct and making products hard to resist
This provocative book is built on the idea that businesses must return to a more human engagement methodology in order to succeed. It is an informative read for anyone interested in improving influence, growing business reach, improving sales figures or understanding the complexities of human behaviour.
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