Documents in the NTIS Technical Reports collection are the results of federally funded research. They are directly submitted to or collected by NTIS from Federal agencies for permanent accessibility to industry, academia and the public.  Before purchasing from NTIS, you may want to check for free access from (1) the issuing organization's website; (2) the U.S. Government Printing Office's Federal Digital System website; (3) the federal government Internet portal; or (4) a web search conducted using a commercial search engine such as
Accession Number ADA584080
Title Influence: Theory and Practice.
Publication Date Jun 2013
Media Count 327p
Personal Author W. G. Hansen
Abstract During the Korean War, Chinese captors of U.S. prisoners employed an unexpected and relatively successful compliance program with their captives. Afraid of post-conflict repercussions for coercive torture, the Chinese pursued techniques of social influence to secure prisoners' behavioral compliance and lasting indoctrination. Although they failed in their primary objective to permanently alter beliefs and attitudes, their process illuminated the success in influencing individual behavior by interpreting and controlling aspects of group social dynamics. To cope with the daily flood of life's information, humans have developed cognitive processes to quickly filter decision-making requests according to probable importance. If determined routine, the person allows learned decision-making shortcuts to guide his response. A range of psycho-social principles of human behavior underlie this automaticity and they can be deliberately triggered, or suppressed, to increase the likelihood of generating predictable behavioral responses in an individual. This thesis includes a broad survey of the major theoretical and practical foundations of psychology, propaganda, and marketing. It identifies the psycho-social principles that most influence a person's likelihood of complying with behavioral requests, and examines a broad selection of social influence efforts for their presence. Finally, the thesis concludes by assessing the ability of influence principles to secure enduring effects.
Keywords Attitudes(Psychology)
Cold war
First world war
Group dynamics
Korean war
Mass media
Prisoners of war
Psychological operations
Public opinion
Public relations
Second world war

Source Agency Non Paid ADAS
NTIS Subject Category 92B - Psychology
57T - Psychiatry
74G - Military Operations, Strategy, & Tactics
Corporate Author Naval Postgraduate School, Monterey, CA. Defense Analysis Dept.
Document Type Thesis
Title Note Master's thesis.
NTIS Issue Number 1402
Contract Number N/A

Science and Technology Highlights

See a sampling of the latest scientific, technical and engineering information from NTIS in the NTIS Technical Reports Newsletter

Acrobat Reader Mobile    Acrobat Reader