EMOTIONAL CONTRAST STRATEGIES AS MEANS OF SOCIAL INFLUENCE: LESSONS FROM CRIMINAL INTERROGATORS AND BILL COLLECTORS.
Academy of Management JournalPublished 1 December 1991
Anat Rafaeli, Robert I. Sutton
Citations331
SJR quartileQ1
SJR score10.53
SNIP3.95
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Abstract
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...
Keywords
PsychologySocial Sciences
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