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Now updated, this book provides an overview of the most important scholarly work related to the exercise of influence by individuals and groups within organizations. It features classic articles in the field as well as the latest cutting-edge research.
Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success. Some images that appeared in the print edition of this book are unavailable in the electronic edition due to rights reasons.
Some years ago, on request of the German Political Science Association (DVPW), an empirical investigation „On the state and the orientation of political science in the Federal Republic of Germany“ was conducted by Carl Böhret. Among other interesting 1 information, in the paper that was subsequently published the author presented the results of a survey among 254 political scientists in the Federal Republic on what they considered to be the sine qua non basic concepts of the discipline. In various respects, the data are remarkable. 2 On the one hand, the enormous diversity of the answers corroborates statistically what has long been known from experience, i. e. , the existence of an extremely wide variety of standpoints, perspectives, and approaches within the discipline. An interesting case in point is the concept of power. Somewhat surprisingly, ‘power’ was not the most frequently mentioned term. But, it did, of course, end up at the very top of the list, in third place behind ‘conflict’ and ‘interest’. What is noteworthy is that it gained this position by being named only 81 times, that is, by less than a third of the respondents. This is no insignificant detail. Certainly, to that minority of scholars whose conceptions of politics do include ‘power’ as an indispensable basic concept, the approaches of the vast majority of their colleagues for whom, as their answers in the survey reveal, ‘power’ does not play an eminent role must appear, in an 3 important sense, mistaken or perhaps even incomprehensible.
With more than two-thirds fresh material, this new updated edition of Organizational Influence Processes provides an overview of the most important scholarly work on topics related to the exercise of influence by individuals and groups within organizations. In selecting articles for inclusion the editors were guided by the conviction that the most useful and interesting way to view organizational influence is to take a directional approach - that is, to consider the process from the perspective of downward, lateral, and upward influence. They have organized the readings around this framework, preceded by an introductory group of articles dealing more generally with the nature of influence processes and power. The book includes both classic readings and the latest cutting edge research from some of the most respected experts writing in the field. It will be equally useful for any upper level undergraduate or graduate course concerned with organizational behavior, group behavior, leadership or power and politics.
Scientists, educators, and parents of teens have long recognized the potency of peer influences on children and youth, but until recently, questions of how and why adolescents emulate their peers were largely overlooked. This book presents a comprehensive framework for understanding the processes by which peers shape each other's attitudes and behavior, and explores implications for intervention and prevention. Leading authorities share compelling findings on such topics as how drug use, risky sexual behavior, and other deviant behaviors "catch on" among certain peer groups or cliques; the social, cognitive, developmental, and contextual factors that strengthen or weaken the power of peer influence; and the nature of positive peer influences and how to support them.
The future of English linguistics as envisaged by the editors of Topics in English Linguistics lies in empirical studies which integrate work in English linguistics into general and theoretical linguistics on the one hand, and comparative linguistics on the other. The TiEL series features volumes that present interesting new data and analyses, and above all fresh approaches that contribute to the overall aim of the series, which is to further outstanding research in English linguistics.
Probabilistic networks, also known as Bayesian networks and influence diagrams, have become one of the most promising technologies in the area of applied artificial intelligence. This book provides a comprehensive guide for practitioners who wish to understand, construct, and analyze intelligent systems for decision support based on probabilistic networks. Intended primarily for practitioners, this book does not require sophisticated mathematical skills. The theory and methods presented are illustrated through more than 140 examples, and exercises are included for the reader to check his/her level of understanding.