| About the Editors |
|
xiii | |
| Contributors |
|
xv | |
| Preface |
|
xvii | |
| I. SOCIAL INFLUENCE: FUNDAMENTAL PROCESSES AND THEORIES |
|
|
Social Influence: Introduction and Overview |
|
|
3 | (22) |
|
|
|
|
|
Social Influence in Social Psychology |
|
|
5 | (2) |
|
Social Influence and Social Integration |
|
|
7 | (2) |
|
Social Influence: Some Historical Antecedents |
|
|
9 | (3) |
|
|
|
12 | (1) |
|
Part I. Social Influence: Fundamental Processes and Theories |
|
|
12 | (4) |
|
Part II. The Role of Cognitive Processes and Strategies in Social Influence |
|
|
16 | (3) |
|
Part III. Social Influence and Group Behavior |
|
|
19 | (3) |
|
|
|
22 | (3) |
|
Systematic Opportunism: An Approach to the Study of Tactical Social Influence |
|
|
25 | (16) |
|
|
|
Systematic Personal Observation |
|
|
26 | (2) |
|
|
|
28 | (2) |
|
Study 1: When Imagining Makes It So |
|
|
30 | (3) |
|
Full-Cycle Social Psychology: One More Turn |
|
|
33 | (3) |
|
Study 2: When Imagining Makes It Worse |
|
|
36 | (1) |
|
|
|
37 | (4) |
|
Increasing Compliance by Reducing Resistance |
|
|
41 | (20) |
|
|
|
|
|
|
|
Approach-Avoidance Conflict Model of Persuasion |
|
|
42 | (1) |
|
Two Targets for Social Influence |
|
|
42 | (1) |
|
Relationship to Other
Chapters |
|
|
43 | (1) |
|
|
|
44 | (1) |
|
Resistance and Social Influence |
|
|
45 | (1) |
|
Strategy 1: Sidestepping Resistance |
|
|
46 | (1) |
|
Strategy 2: Directly Reducing Resistance |
|
|
47 | (1) |
|
Strategy 3: Disrupting Resistance |
|
|
48 | (8) |
|
Strategy 4: Turning Resistance from an Adversary into an Ally |
|
|
56 | (1) |
|
|
|
57 | (4) |
|
Successfully Simulating Dynamic Social Impact: Three Levels of Prediction |
|
|
61 | (18) |
|
|
|
|
|
An Empirically-Based Theory of Individual Behavior |
|
|
62 | (1) |
|
Simulations Predict Emergent Group-Level Phenomena |
|
|
62 | (2) |
|
Self-Organization in the Real World |
|
|
64 | (1) |
|
Self Organization in the Psychology Laboratory |
|
|
65 | (1) |
|
Other Forms of Social Influence |
|
|
66 | (2) |
|
CAPSIM: A New Generation of Simulations |
|
|
68 | (7) |
|
|
|
75 | (4) |
|
Unintended Influence: Social-Evolutionary Processes in the Construction and Change of Culturally-Shared Beliefs |
|
|
79 | (16) |
|
|
|
Social-Evolutionary Processes and the Epidemiology of Cultural Norms |
|
|
79 | (2) |
|
Communicability and the Contents of Culturally-Shared Beliefs |
|
|
81 | (1) |
|
What Makes Something ``Communicable''? |
|
|
82 | (1) |
|
The Perception of Popularity and its Consequences |
|
|
83 | (2) |
|
Strategic Discourse and its Consequences |
|
|
85 | (1) |
|
The Desire for Epistemic Comfort and its Consequences |
|
|
86 | (3) |
|
Some Additional Implications |
|
|
89 | (6) |
|
Automatic Social Influence: The Perception-Behavior Links as an Explanatory Mechanism for Behavior Matching |
|
|
95 | (14) |
|
|
|
Matching of Elementary Behavior |
|
|
97 | (2) |
|
Matching of More Complex Behavior |
|
|
99 | (3) |
|
Ideomotor Action and Neuropsychological Evidence |
|
|
102 | (2) |
|
From Stereotypes to Motor Programs |
|
|
104 | (1) |
|
|
|
105 | (4) |
|
Social Power, Influence, and Aggression |
|
|
109 | (20) |
|
|
|
Assumptions of the Social Interactionist Perspective |
|
|
110 | (1) |
|
Conceptualization of Coercive Actions |
|
|
111 | (4) |
|
Social Control Motivation |
|
|
115 | (3) |
|
|
|
118 | (3) |
|
Self Presentation and Coercion |
|
|
121 | (3) |
|
|
|
124 | (5) |
| II. THE ROLE OF COGNITIVE PROCESSES AND STRATEGIES IN SOCIAL INFLUENCE |
|
|
Subtle Influences on Judgment and Behavior: Who is Most Susceptible? |
|
|
129 | (18) |
|
|
|
Effects of Overt Head Movements on Attitudes |
|
|
130 | (4) |
|
Effects of Cognitive Priming on Behavior |
|
|
134 | (3) |
|
Effects of Mild Emotional States on Judgments, Attitudes, and Behavior |
|
|
137 | (2) |
|
Are the Biasing Effects Under High Thought Conditions Inevitable? |
|
|
139 | (4) |
|
|
|
143 | (4) |
|
On Being Moody but Influential: The Role of Affect in Social Influence Strategies |
|
|
147 | (20) |
|
|
|
|
|
148 | (1) |
|
Background Research on Affect and Social Influence |
|
|
149 | (4) |
|
Affect and Social Influence Strategies: The Empirical Evidence |
|
|
153 | (6) |
|
Affective Influences on the Use of Requests |
|
|
159 | (1) |
|
The Role of Affect in Perceiving Social Situations and Responding to Social Influence |
|
|
160 | (2) |
|
Affect Infusion in Planned Strategic Encounters |
|
|
162 | (1) |
|
|
|
163 | (4) |
|
Memory as a Target of Social Influence?: Memory Distortions as a Function of Social Influence and Metacognitive Knowledge |
|
|
167 | (18) |
|
|
|
|
|
|
|
Applying Social Comparison to Memory |
|
|
168 | (2) |
|
Increasing and Decreasing Uncertainty by Metacognitive Knowledge |
|
|
170 | (1) |
|
Experiment 1: The Moderating Role of Item Salience |
|
|
170 | (3) |
|
Experiment 2: Suboptimal Encoding Conditions as a Facilitator of Social Influence |
|
|
173 | (2) |
|
Experiment 3: The Effects of Group Size and Dissenters |
|
|
175 | (3) |
|
Experiment 4: Normative Versus Informative Influence |
|
|
178 | (1) |
|
|
|
179 | (6) |
|
Influencing through the Power of Language |
|
|
185 | (14) |
|
|
|
Influencing and its Effects on the Influence |
|
|
186 | (3) |
|
Links between Power and Language: The Big Five |
|
|
189 | (3) |
|
Using Language to Create Influence: Group and Intergroup Processes |
|
|
192 | (3) |
|
|
|
195 | (4) |
|
Resisting Influence: Judgmental Correction and its Goals |
|
|
199 | (14) |
|
|
|
|
|
Experiment 1: Correction Without New Information |
|
|
202 | (2) |
|
Experiment 2: Correction With and Without New Information |
|
|
204 | (2) |
|
Experiment 3: Correction in Pursuit of Different Correctional Goals |
|
|
206 | (1) |
|
|
|
207 | (1) |
|
|
|
208 | (5) |
|
Revealing the Worst First: Stealing Thunder as a Social Influence Strategy |
|
|
213 | (22) |
|
|
|
|
|
Should Stealing Thunder Work? |
|
|
215 | (1) |
|
First Empirical Investigations |
|
|
216 | (1) |
|
The Generality of the Stealing Thunder Tactic |
|
|
217 | (2) |
|
Boundary Conditions and Possible Explanations |
|
|
219 | (8) |
|
Stealing Thunder and the Central and Peripheral Routes to Persuasion |
|
|
227 | (1) |
|
|
|
228 | (7) |
| III. SOCIAL INFLUENCE AND GROUP BEHAVIOR |
|
|
Social Influence and Intergroup Beliefs: The Role of Perceived Social Consensus |
|
|
235 | (18) |
|
|
|
|
|
|
|
Stereotyping and Consensus |
|
|
236 | (1) |
|
Theories of Social Influence |
|
|
237 | (3) |
|
|
|
240 | (1) |
|
|
|
241 | (6) |
|
|
|
247 | (6) |
|
Attitudes, Behavior, and Social Context: The Role of Norms and Group Membership in Social Influence Processes |
|
|
253 | (18) |
|
|
|
|
|
Social Identity Self-Categorization Theories and Attitude-Behavior Relations |
|
|
254 | (3) |
|
Group Norms, Group Salience, and Attitude Accessibility |
|
|
257 | (3) |
|
Group Norms, Group Salience, and Mode of Behavioral Decision-Making |
|
|
260 | (3) |
|
Intergroup Attitudes, Ingroup Norms, and Discriminatory Behavior |
|
|
263 | (4) |
|
|
|
267 | (4) |
|
Social Influence Effects on Task Performance: The Ascendancy of Social Evaluation Over Self-Evaluation |
|
|
271 | (22) |
|
|
|
|
|
274 | (1) |
|
|
|
275 | (6) |
|
The Goal Setting Paradigm |
|
|
281 | (6) |
|
|
|
287 | (1) |
|
Possible Motives Underlying These Effects |
|
|
288 | (1) |
|
Individual Versus Group Performance |
|
|
289 | (1) |
|
|
|
290 | (3) |
|
Self-Categorization Principles Underlying Majority and Minority Influence |
|
|
293 | (22) |
|
|
|
|
|
|
|
298 | (2) |
|
Social Context, Recategorization, and Minority Conversion |
|
|
300 | (3) |
|
Uncertainty and the Cognitive Processing of Majority and Minority Messages |
|
|
303 | (7) |
|
|
|
310 | (5) |
|
Determinants and Consequences of Cognitive Processes in Majority and Minority Influence |
|
|
315 | (16) |
|
|
|
|
|
|
|
319 | (8) |
|
|
|
327 | (4) |
|
A Side View of Social Influence |
|
|
331 | (20) |
|
|
|
|
|
|
|
|
|
Self-categorization: An Integration of Group and Cognitive Bases of Social Influence? |
|
|
333 | (2) |
|
|
|
335 | (3) |
|
Extending SIDE to Computer-Mediated Communication |
|
|
338 | (8) |
|
|
|
346 | (5) |
| Author Index |
|
351 | (10) |
| Subject Index |
|
361 | |
Biežāk uzdotie jautājumi par e-grāmatām