@prefix n9j: <http://data.loterre.fr/ark:/67375/N9J> .
@prefix isothes: <http://purl.org/iso25964/skos-thes#> .
@prefix skos: <http://www.w3.org/2004/02/skos/core#> .
@prefix owl: <http://www.w3.org/2002/07/owl#> .

n9j:-concepts
  a isothes:ConceptGroup ;
  skos:prefLabel "concepts"@en ;
  skos:member n9j:-VJXJF4N0-H .

n9j:-TRS3TVN3-0
  skos:prefLabel "reciprocity norm"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-Z6Z184FD-R
  skos:prefLabel "ingratiator's dilemma"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-W2G3RMGH-Q
  skos:prefLabel "leadership theory"@en ;
  a skos:Concept ;
  skos:narrower n9j:-VJXJF4N0-H .

n9j:-GRLFZW3X-X
  skos:prefLabel "social influence"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-MN1JT77B-2
  skos:prefLabel "persuasion"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-XQMMM6NS-8
  skos:prefLabel "minority influence"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-T1GM4BW1-2
  skos:prefLabel "conformity"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-XQX3CKWJ-D
  skos:prefLabel "stealing thunder"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-HK0XDMVJ-H
  skos:prefLabel "types of power"@en ;
  a skos:Concept ;
  skos:narrower n9j:-VJXJF4N0-H .

n9j:-JPPJ1WNW-L
  skos:prefLabel "prescriptive and descriptive norms"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-VS7054M1-H
  skos:prefLabel "reactance"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-HGRGRCX5-H
  skos:prefLabel "sleeper effect"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-L9HQ790S-0
  skos:prefLabel "ingratiation"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-DWCPP75W-C
  skos:prefLabel "self-fulfilling prophecy"@en ;
  a skos:Concept ;
  skos:related n9j:-VJXJF4N0-H .

n9j: a skos:ConceptScheme .
n9j:-QJH1ML7T-H
  skos:prefLabel "door-in-the-face technique"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-RVT4JRMR-C
  skos:prefLabel "foot-in-the-door technique"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-DM3ZCNB3-S
  skos:prefLabel "scarcity principle"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-XKK122S8-C
  skos:prefLabel "forewarning"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-VBPQFHSD-J
  skos:prefLabel "inoculation theory"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-R0M5NLHJ-1
  skos:prefLabel "compliance"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-Q97N239W-X
  skos:prefLabel "milgram's obedience to authority studies"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-GGBSFWQG-1
  skos:prefLabel "fear appeals"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-N8159HZF-P
  skos:prefLabel "normative influence"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-B6V7P6DQ-M
  skos:prefLabel "mere exposure effect"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-C32H2MPH-S
  skos:prefLabel "supplication"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-LTRLR63M-R
  skos:prefLabel "heuristic-systematic model of persuasion"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-FF0PW5CC-3
  skos:prefLabel "organizational behavior"@en ;
  a skos:Concept ;
  skos:narrower n9j:-VJXJF4N0-H .

n9j:-X3BKKT7S-8
  skos:prefLabel "forced compliance"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-RR3TQ4ZL-Z
  skos:prefLabel "social power"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-H4RZ8J87-6
  skos:prefLabel "informational influence"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-DXQHXLCG-1
  skos:prefLabel "social psychology"@en ;
  a skos:Concept ;
  skos:narrower n9j:-VJXJF4N0-H .

n9j:-VJXJF4N0-H
  skos:narrower n9j:-VS7054M1-H, n9j:-Q97N239W-X, n9j:-H4RZ8J87-6, n9j:-GRLFZW3X-X, n9j:-C32H2MPH-S, n9j:-JPPJ1WNW-L, n9j:-VBPQFHSD-J, n9j:-RVT4JRMR-C, n9j:-GGBSFWQG-1, n9j:-HGRGRCX5-H, n9j:-L9HQ790S-0, n9j:-Z6Z184FD-R, n9j:-T1GM4BW1-2, n9j:-K9RXNHNZ-X, n9j:-DM3ZCNB3-S, n9j:-R0M5NLHJ-1, n9j:-N8159HZF-P, n9j:-QJH1ML7T-H, n9j:-XQX3CKWJ-D, n9j:-XQMMM6NS-8, n9j:-XKK122S8-C, n9j:-TRS3TVN3-0, n9j:-LTRLR63M-R, n9j:-B6V7P6DQ-M, n9j:-RR3TQ4ZL-Z, n9j:-D4XHKBSC-T, n9j:-X3BKKT7S-8, n9j:-MN1JT77B-2 ;
  owl:sameAs <https://concepts.sagepub.com/social-science/concept/influence_(psychology)> ;
  skos:inScheme n9j: ;
  skos:broader n9j:-FF0PW5CC-3, n9j:-DXQHXLCG-1, n9j:-W2G3RMGH-Q, n9j:-HK0XDMVJ-H ;
  a skos:Concept ;
  skos:definition "Influence is referred to as the purposeful set of actions that one exerts to change the attitude, belief, or behavior of another. Influence is a term that theorists have used, predominantly in the management literature, to describe behaviors using interpersonal power. [Source: International Encyclopedia of Organization Studies; Influence]"@en ;
  skos:prefLabel "influence (psychology)"@en ;
  skos:related n9j:-DWCPP75W-C .

n9j:-K9RXNHNZ-X
  skos:prefLabel "resisting persuasion"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .

n9j:-D4XHKBSC-T
  skos:prefLabel "debiasing"@en ;
  a skos:Concept ;
  skos:broader n9j:-VJXJF4N0-H .