Psychological Solutions to Social Problems: An Introduction to Social Technology |
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Page 121
... means of questions leading to commitments . Had the salesman fallen into the trap of using direct persuasions , he would have caused reactance . Let us return now to Sam's request for just one specific complaint . ABE : SAM : BILL : CAB ...
... means of questions leading to commitments . Had the salesman fallen into the trap of using direct persuasions , he would have caused reactance . Let us return now to Sam's request for just one specific complaint . ABE : SAM : BILL : CAB ...
Page 192
... mean only a temporary truce . The Compromise of 1850 was no more than that ; it merely delayed the Civil War for a ... means that by cooperating together , both sides will find their own solutions to the problems that first caused the ...
... mean only a temporary truce . The Compromise of 1850 was no more than that ; it merely delayed the Civil War for a ... means that by cooperating together , both sides will find their own solutions to the problems that first caused the ...
Page 226
... means that although the rat showed an initial reaction to the punishment , it did not extinguish the undesired response any faster than in the other animals . This finding should probably rank among the most important discoveries of the ...
... means that although the rat showed an initial reaction to the punishment , it did not extinguish the undesired response any faster than in the other animals . This finding should probably rank among the most important discoveries of the ...
Contents
Judging People We Dont Know | 16 |
Judging People We Know | 50 |
The Design of Persuasions | 84 |
Copyright | |
9 other sections not shown
Common terms and phrases
able aggressive Alvin approach-avoidance conflict asked ASST authoritarian B. F. Skinner Baker behavior believe Board cause Chapter client Code of Hammurabi cognitive dissonance comcon commitment communication conflict resolution Corby create Dave Department described diagnosis discussion divergent production effect eventually example experience feel Festinger give given group problem solving Heder idea important improvement individual interesting interview involved Jewel latitude of rejection leader look LOPEZ Maier Manager MANG meeting mental abilities method negative negative reinforcement object obtained organization paradigm person personnel persuasion designs Porter positive reinforcement possible present probably Psychol Psychology punishment reactance reason reduce reticular formation SALES salesman semantic Sherif situation Skinner box sleeper effect social pressure Social Psychology social science social-science technology solution someone statement subordinates supervisor symptom Synthetic fibers technicians techniques tell things tion win-lose conflict Witkin