Social influence: direct and indirect processes
Gespeichert in:
| Format: | Buch |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Philadelphia, Pa. [u.a.]
Psychology Press
2001
|
| Schriftenreihe: | The Sydney Symposium of Social Psychology series
3 |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis Klappentext |
| Beschreibung: | Literaturangaben |
| Beschreibung: | XXI, 367 S. graph. Darst. |
| ISBN: | 1841690384 1841690392 |
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| 245 | 1 | 0 | |a Social influence |b direct and indirect processes |c ed. by Joseph P. Forgas ... |
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| 500 | |a Literaturangaben | ||
| 650 | 4 | |a Social influence | |
| 650 | 4 | |a Interpersonal relations | |
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Datensatz im Suchindex
| _version_ | 1810996233235333120 |
|---|---|
| adam_text |
Contents
About the Editors
xiii
Contributors
xv
Preface
xvii
I. SOCIAL INFLUENCE:
FUNDAMENTAL PROCESSES AND THEORIES
1
Social Influence: Introduction and Overview
3
Joseph
ľ.
Forgás
and Kipling D.
Williams
Suciai
Influence in Social
Psycholog)·
/ 5
Social Influence and Social Integration
/ 7
Social Influence: Some Historical Antecedents
/ 9
Outline of the book
/ 12
Part I. Social Influence:
Fundamental
Processes and Theories
/ 12
Part II. The Role of Cognithe Processes and Strategies
in Social Influence
/ 16
Part HI. Social Influence and Group Behavior
/ 19
Conclusion
/ 22
2
Systematic Opportunism: An Approach to the Study
25
of Tactical Social Influence
Robert B. Cialdini
Systematic Personal Observation
/ 26
Imagining Makes It So
/ 28
Study
1:
When Imagining Makes It So
/ 30
Full-Cycle Social Psychology: One More Turn
/ 33
Study
2:
When Imagining Makes It Worse
/ 36
Conclusion
/ 37
vii
Viii
CONTENTS
Increasing Compliance by Reducing Resistance
41
Eric S. Knowles, Shannon Butler, and Jay A. Linn
Approach-Avoidance Conflict Model of Persuasion
/ 42
Two Targets for Social Influence
/ 42
Relationship to Other Chapters
/ 43
Nature of Resistance
/ 44
Resistance and Social Influence
/ 45
Strategy
1:
Sidestepping Resistance
/ 46
Strategy
2:
Directly Reducing Resistance
/ 47
Strategy
3:
Disrupting Resistance
/ 48
Strategy
4:
Turning Resistance from an Adversary into an Ally
/ 56
Conclusion
/ 57
Successfully Simulating Dynamic Social Impact:
61
Three Levels of Prediction
Bibb
Látané
and Martin
],
Bourgeois
An Empirically-Based Theory of Individual Behavior
/ 62
Simulations Predict Emergent Group-Level Phenomena
/ 62
Self-Organization in the Real World
/ 64
Self-Organization in the Psychology Laboratory
/ 65
Other Forms of Social Influence
/ 66
CAPSIM: A New Generation of Simulations
/ 68
Conclusion
/ 75
Unintended Influence: Social-Evolutionary Processes
in the Construction and Change of Culturally-Shared Beliefs
Mark Schaller
Social-Evolutionary Processes and the Epidemiology
of Cultural Norms
/ 79
Communicability and the Contents of Culturally-Shared Beliefs
/ 81
What Makes Something "Communicable"?
/ 82
The Perception of Popularity and its Consequences
/ 83
Strategic Discourse and its Consequences
/ 85
The Desire for
Epistemic
Comfort and its Consequences
/ 86
Some Additional Implications
/ 89
Automatic Social Influence: The Perception-Behavior 95
Links as an Explanatory Mechanism for Behavior Matching
Ap
Dijksterhuis
Matching of Elementary Behavior
/ 97
Matching of More Complex Behavior
/ 99
CONTENTS
ІХ
Ideomotor
Action and Neuropsychological Evidence
/ 102
From Stereotypes to Motor Programs
/ 104
Conclusion
/ 105
Social Power, Influence, and Aggression
109
James T.
Tedeschi
Assumptions of the Social
Interactionist
Perspective
/ 110
Conceptualization of Coercive Actions
/
111
Social Control Motivation
/ 115
The Justice Motive
/ 118
Self-Presentation and Coercion
/ 121
Conclusion
/ 124
II. THE ROLE OF COGNITIVE PROCESSES
AND STRATEGIES IN SOCIAL INFLUENCE
8
Subtle Influences on Judgment and Behavior:
129
Who is Most Susceptible?
Richard E. Petty
Effects of Overt Head Movements on Attitudes
/ 130
Effects of Cognitive Priming on Behavior
/ 134
Effects of Mild Emotional States on Judgments, Attitudes,
and Behavior
/ 137
Are The Biasing Effects Under High Thought
Conditions Inevitable?
/ 139
Conclusion
/ 143
On Being Moody but Influential: The Role of Affect
147
in Social Influence Strategies
Joseph P.
Forgás
Conceptual Background
/ 148
Background Research on Affect and Social Influence
/ 149
Affect and Social Influence Strategies:
The Empirical Evidence
/ 153
Affective Influences on the Use of Requests
/ 159
The Role of Affect in Perceiving Social Situations
and Responding to Social Influence
/ 160
Affect Infusion in Planned Strategic Encounters
/ 162
Conclusion
/ 163
X
CONTENTS
10
Memory as a Target of Social Influence?: Memory
167
Distortions as a Function of Social Influence
and Metacognitive Knowledge
Herbert Bless, Fritz
Strack,
and Eva
Weither
Applying Social Comparison to Memory
/ 168
Increasing and Decreasing Uncertainty
by Metacognitive Knowledge
/ 170
Experiment
1:
The Moderating Role of Item Salience
/
ITO
Experiment
2: Suboptimal
Encoding Conditions
as a Facilitator of Social Influence
/ 173
Experiment
3:
The Effects of Group Size and Dissenters
/ 175
Experiment
4:
Normative Versus Informative Influence
/ 178
Conclusion
/ 179
It Influencing through the Power of Language
185
Sik Httng
Ng
Influencing and its Effects on the
Influencée
/ 186
Links between Power and Language: The Big Five
/ 189
Using Language to Create Influence: Group and
Intergroup Processes
/ 192
Conclusion
/ 195
12
Resisting Influence: Judgmental Correction and its Goals
199
Fritz
Strack
and Thomas
Mussweiler
Experiment
1:
Correction Without New Information
/ 202
Experiment
2:
Correction With and Without New Information
/ 204
Experiment
3:
Correction in Pursuit of Different
Correctional Goals
/ 206
General Discussion
/ 207
Conclusion
/ 208
13
Revealing the Worst First: Stealing Thunder
213
as a Social Influence Strategy
Kipling D. Williams and Lara Dolnik
Should Stealing Thunder Work?
/ 215
First Empirical Investigations
/216
The Generality of the Stealing Thunder Tactic
/ 217
Boundary
Conditions
and Possible Explanations
/ 219
Stealing Thunder and the Central and Peripheral
Routes to Persuasion
/ 227
Conclusion
/ 228
CONTENTS
XI
III.
SOCIAL
INFLUENCE AND GROUP BEHAVIOR
14
Social Influence and Intergroup Beliefs:
235
The Role of Perceived Social Consensus
Charles Stangar,
Gretchen
В.
Sechrist, and
Jolin
T.
Jóst
Stereotyping and Consensus
/ 236
Theories
оГ
Social Influence
/ 237
Empirical Research
/ 240
Research from Our Lah
/ 241
Conclusion
/ 247
15
Attitudes, Behavior, and Social Context: The Role of
253
Norms and Group Membership in Social Influence Processes
Del
¡ora
h J,
Tern/ and Michael
Л.
Hogg
Social Identity/Self-Categorization Theories and
Attitude-Behavior
Mations
/ 254
Group Norms, Group Salience, and Attitude Accessibility
/ 257
Group Norms, Group Salience, and Mode of Behavioral
Decision-Making
/ 260
Intergroup Attitudes, Ingroup Norms, and
Discriminatory Behaxior
/ 263
Conclusion
/ 267
í
6
Social Influence Effects on Task Performance:
271
The Ascendancy of Social Evaluation Over Self-Evaluation
Stephen G. Harkins
The Paradigm
/ 274
Do-Your-Best Paradigm
/ 275
The Goal Setting Paradigm
/ 281
Research
Summan"
/ 287
Possible Motives Underlying These Effects
/ 288
Indhidual Versus Group Performance
/ 289
Conclusion
/ 290
17
Self-Categorization Principles Underlying
293
Majority and Minority Influence
Barbara David and John C. Turner
Minorities as Outgroups
/ 298
Social Context. Recategorization. and
Minorit)·
Conversion
/ 300
Uncertainty and the Cognitive Processing of Majority
and
Minorit)-
Messages
/ 303
Conclusion
/ 310
XU CONTENTS
18
Determinants and Consequences of Cognitive Processes
315
in Majority and Minority Influence
Robin Martin and Miles Hewstone
Empirical Studies
/ 319
Conclusion
/ 327
19
A SIDE View of Social Influence
331
Russell Spears, Tom
Postmes,
Martin Lea, and Susan
E. Watt
Self-categorization: An Integration of Group and
Cognitive Bases of Social Influence?
/ 333
The SIDE Model
/ 335
Extending SIDE to Computer-Mediated Communication
/ 338
Conclusion
/ 346
Author Index
351
Subject Index
361
SOCIAL
INFLUENCE
PROCESSES
PLAY A KEY ROLE in human behavior, and 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, a distinguished team of international contribu¬
tors reviews and integrates contemporary theory and research on social influence processes, includ¬
ing the study of both explicit, direct influence strategies, and implicit, indirect influence mechanisms.
After a general introductory chapter by the editors, a first section considers some fundamental
processes and theory in social influence research. The second section explores the role of cognitive
processes and strategies in social influence phenomena, while a final section examines the operation
of social influence mechanisms in group settings. In applying the latest research to a wide range of
interpersonal phenomena, this volume greatly advances our understanding of how social influence
strategies are used, and are responded to in everyday life. The book provides an informative, schol¬
arly, yet readable overview of the latest advances in the field, and will be essential reading for students,
scholars, and applied professionals with an interest in social influence phenomena. |
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| indexdate | 2024-09-23T14:09:53Z |
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| isbn | 1841690384 1841690392 |
| language | English |
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| spelling | Social influence direct and indirect processes ed. by Joseph P. Forgas ... Philadelphia, Pa. [u.a.] Psychology Press 2001 XXI, 367 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier The Sydney Symposium of Social Psychology series 3 Literaturangaben Social influence Interpersonal relations Influence (Psychology) Einfluss (DE-588)4151276-5 gnd rswk-swf Sozialpsychologie (DE-588)4055891-5 gnd rswk-swf (DE-588)1071861417 Konferenzschrift gnd-content Einfluss (DE-588)4151276-5 s Sozialpsychologie (DE-588)4055891-5 s DE-604 Forgas, Joseph P. 1947- Sonstige (DE-588)132539365 oth The Sydney Symposium of Social Psychology series 3 (DE-604)BV014905255 3 Digitalisierung UB Regensburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009271923&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis Digitalisierung UB Regensburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009271923&sequence=000004&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA Klappentext |
| spellingShingle | Social influence direct and indirect processes The Sydney Symposium of Social Psychology series Social influence Interpersonal relations Influence (Psychology) Einfluss (DE-588)4151276-5 gnd Sozialpsychologie (DE-588)4055891-5 gnd |
| subject_GND | (DE-588)4151276-5 (DE-588)4055891-5 (DE-588)1071861417 |
| title | Social influence direct and indirect processes |
| title_auth | Social influence direct and indirect processes |
| title_exact_search | Social influence direct and indirect processes |
| title_full | Social influence direct and indirect processes ed. by Joseph P. Forgas ... |
| title_fullStr | Social influence direct and indirect processes ed. by Joseph P. Forgas ... |
| title_full_unstemmed | Social influence direct and indirect processes ed. by Joseph P. Forgas ... |
| title_short | Social influence |
| title_sort | social influence direct and indirect processes |
| title_sub | direct and indirect processes |
| topic | Social influence Interpersonal relations Influence (Psychology) Einfluss (DE-588)4151276-5 gnd Sozialpsychologie (DE-588)4055891-5 gnd |
| topic_facet | Social influence Interpersonal relations Influence (Psychology) Einfluss Sozialpsychologie Konferenzschrift |
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