Social influence processes play a key role in human behavior. Arguably our extraordinary evolutionary success has much to do with our subtle and highly developed ability to interact with and influence each other. In this volume, leading international researchers review and integrate contemporary theory and research on the many ways people influence each other, considering both explicit, direct, and implicit, indirect influence strategies. Three sections examine fundamental processes and theory in social influence research, the role of cognitive processes and strategies in social influence phenomena, and the operation of social influence mechanisms in group settings. By applying the latest research to a wide range of interpersonal phenomena, this volume greatly advances our understanding of social influence mechanisms in strategic social interaction, and should be of interest to all students, researchers and practitioners interested in the dynamics of everyday interpersonal behavior.
Part
1. Social Influence: Fundamental Processes andTheoriesR.B.
Cialdini, Systematic Opportunism: An Approach to the Study of Tactical Social
Influences. E.S.Knowles, S. Butler, J.A. Linn, Increasing Compliance by
Reducing Resistance. B. Litané, M.J. Bourgeois, Successfully Stimulating
Dynamic Social Impact: Three Levels of Prediction. M. Schaller, Unintended
Influences: Social-evolutionary Processes in the Construction and Change of
Culturally-shared Beliefs. A. Dijerksterhuis, Automatic Social Influence: The
Perception-behavior Link as an Explanatory Mechanism for Behavior Matching.
J.T.Tedeschi, Social Power, Influence, and Agression. Part 2: The Role of
Cognitive Processes and Strategies in SocialInfluence.R.E. Petty, Subtle
Influences in Judgment and Behavior: Who is Most Susceptible? J.P. Forgas, On
Being Moody but Influential: The Role of Affect in Social Influence
Strategies. H. Bless, F. Strack, E. Walther, Memory as a Target of Social
Influence? Memory Distortions as a Function of Social Influence and
Meta-cognitive Knowledge. S.H. Ng, Influencing throught Power of Language. F.
Strack, T. Mussweiler, Resisting Influence: Judgmental Correction and its
Goals. K.D.Williams, L. Dolnik, Revealing the Worst First: Stealing Thunder
as a Social Influence. Part 3: Social Influenceand Group Behavior.C. Stangor,
G.B. Sechrist, J.T.Jost, Social Influence and Intergroup Beliefs: The Role of
Perceived Social Consensus. S.G. Harkins, Social Influence Effects on Task
Performance: The Ascendancy of Social Evaluation over Self-evaluation. B.
David, J.C.Turner, Self-categorization Principles Underlying Majority and
Minority Influence. R. Martin, M. Hewstone, Determinants and Consequences of
Cognitive Processes in and Consequences of Cognitive Processes in Majority
and Minority Influence.
Joseph P. Forgas (Author) , Kipling D. Williams (PhD, Department of Psychological Sciences, Purdue University) (Author)
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