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Les relations d’influence et leurs représentations

Abstract : Research on persuasion techniques or manipulation relies on common sense, supports our representations and is often used to decipher events that would otherwise be more difficult to explain (often negative events that involve other people but not ourselves). The analysis of 238 descriptions of influence situations (collected in 18 semi-structured interviews) allows us to describe the link between positive versus negative effects attributed to the influence and nature of an influence relationship. Results indicate that the influence is described as having a negative impact when the source is unknown or far away. In contrast, when influence is described as an experienced situation by persons interviewed, or when the source is near, the effects of influence are positive. It seems that it is the possibility of establishing a reciprocal relationship that leds to positive effects of influence (or negative in case of an asymmetrical form of influence).
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https://hal.univ-rennes2.fr/hal-01780300
Contributor : Laurence Leroux <>
Submitted on : Friday, April 27, 2018 - 1:41:33 PM
Last modification on : Saturday, May 4, 2019 - 4:44:02 PM

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Stéphane Laurens. Les relations d’influence et leurs représentations. Revue Europeenne des Sciences Sociales, Librairie Droz Geneve, 2014, pp.43 - 71. ⟨10.4000/ress.2786⟩. ⟨hal-01780300⟩

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