Zum allerersten Mal stehe ich selbst vor der Kamera. Dafür gibt es allerdings auch einen guten Grund: Es gibt Neuigkeiten, die ich persönlich mitteilen wollte…

Keywords: Psychologie – Werbepsychologie – Beeinflussung – Fear-then-relief-Technik – Neue Psychologie der Beeinflussung – Manipulation – Buch

Literatur

Cialdini, R.B. (2013). Die Psychologie des Überzeugens. Bern: Huber.

Dolinska, B.; Dolinski, D. (2014). Fear-then-relief, legitimizing a paltry contribution, and charity. European Review of Applied Psychology / Revue Européenne de Psychologie Appliquée, Vol 64(1), Jan, 2014 pp. 29-34. Publisher: Elsevier Science.

Dolinski, D., & Nawrat, R. (1998). ‘Fear-then-relief’ procedure for producing compliance: Beware when the danger is over. Journal of Experimental Social Psychology, 34, 27–50.

D. Dolinski & K. Szczucka. (2012). Fear-then-relief-then argument: How to sell goods using the EDTR technique of social influence. Social Influence, 7 (3), 251–267.

Dolinski, D. and Szczucka, K. (2013), Emotional disrupt-then-reframe technique of social influence. Journal of Applied Social Psychology, 43: 2031–2041. doi: 10.1111/jasp.12156

Dolinski, D., Ciszek, M., Godlewski, K., & Zawadzki, M. (2002). Fear-then-relief, mindlessness, and cognitive deficits. European Journal of Social Psychology, 32, 435–447.

Doliński, D. (2011). Two for the see-saw: requester and requested. Polish Psychological Bulletin, 42, 105 -113.

Dolinski, D. (2001). Emotional seesaw, compliance, and mindlessness. European Psychologist, 6, 194–203.

Nawrat, R., & Dolinski, D. (2007). ‘‘Seesaw of emotions’’ and compliance: Beyond the fear-then-relief rule. Journal of Social Psychology, 147, 556–571.