December 1, 1991

Emotional Contrast Strategies as Means of Social Influence: Lessons From Criminal Interrogators and Bill Collectors.

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Resumen

A pair of qualitative and inductive studies are used to generate a model of how social influence strategies that entail displays of contrasting positive and negative emotions bring about compliance...

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Rafaeli et al. (Sun,) studied this question.

synapsesocial.com/papers/6a015d9f4716aad0cc860c43 https://doi.org/https://doi.org/10.2307/256388

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4Introduction to modern behaviorism1970 · 166 citations
5The Practice of Social Research1989 · 14,453 citations

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