The Psychology Of Social Influence

Author : Gordon Sammut,Martin W. Bauer
Publisher : Cambridge University Press
Page : 280 pages
File Size : 47,5 Mb
Release : 2020-12-31
Category : Psychology
ISBN : 1108402895

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The Psychology of Social Influence by Gordon Sammut,Martin W. Bauer Pdf

This volume brings together the full range of modalities of social influence - from crowding, leadership, and norm formation to resistance and mass mediation - to set out a challenge-and-response 'cyclone' model. The authors use real-world examples to ground this model and review each modality of social influence in depth. A 'periodic table of social influence' is constructed that characterises and compares exercises of influence in practical terms. The wider implications of social influence are considered, such as how each exercise of a single modality stimulates responses from other modalities and how any everyday process is likely to arise from a mix of influences. The book demonstrates that different modalities of social influence are tactics that defend, question, and develop 'common sense' over time and offers advice to those studying in political and social movements, social change, and management.

Author : Gordon Sammut,Martin W. Bauer
Publisher : Cambridge University Press
Page : 331 pages
File Size : 41,9 Mb
Release : 2021-01-07
Category : Language Arts & Disciplines
ISBN : 9781108416375

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The Psychology of Social Influence by Gordon Sammut,Martin W. Bauer Pdf

Theoretically different modalities of social influence are set out and a blueprint for the study of socio-political dynamics is delivered.

Author : Genevieve Paicheler
Publisher : Cambridge ; New York : Cambridge University Press ; Paris : Editions de la Maison des sciences de l'homme
Page : 254 pages
File Size : 53,5 Mb
Release : 1988-07-29
Category : Psychology
ISBN : PSU:000015416865

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The Psychology of Social Influence by Genevieve Paicheler Pdf

Author : Dariusz Dolinski
Publisher : Routledge
Page : 181 pages
File Size : 40,8 Mb
Release : 2015-07-03
Category : Psychology
ISBN : 9781317599630

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Techniques of Social Influence by Dariusz Dolinski Pdf

Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the chances of their requests being fulfilled. It both describes each of the techniques in question and explores the research behind them, considering questions such as: How do we know that they work? Under what conditions are they more or less likely to be effective? How might individuals successfully resist attempts by others to influence them? The book groups social influence techniques according to a common characteristic: for instance, early chapters describe "sequential" techniques, and techniques involving egotistic mechanisms, such as using the name of one’s interlocutor. Later chapters present techniques based on gestures and facial movements, and others based on the use of specific words, re-examining on the way whether "please" really is a magic word. In every case, author Dariusz Dolinski discusses the existing experimental studies exploring their effectiveness, and how that effectiveness is enhanced or reduced under certain conditions. The book draws on historical material as well as the most up-to-date research, and unpicks the methodological and theoretical controversies involved. The ideal introduction for psychology graduates and undergraduates studying social influence and persuasion, Techniques of Social Influence will also appeal to scholars and students in neighbouring disciplines, as well as interested marketing professionals and practitioners in related fields.

Author : Philip G. Zimbardo,Michael R. Leippe
Publisher : McGraw-Hill Humanities, Social Sciences & World Languages
Page : 464 pages
File Size : 45,9 Mb
Release : 1991
Category : Attitude change
ISBN : UOM:39076002085475

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The Psychology of Attitude Change and Social Influence by Philip G. Zimbardo,Michael R. Leippe Pdf

This text, part of the McGraw-Hill Series in Social Psychology, is for the student with no prior background in social psychology. Written by Philip Zimbardo and Michael Leippe, outstanding researchers in the field, the text covers the relationships existing between social influence, attitude change and human behavior. Through the use of current, real-life situations, the authors illustrate the principles of behavior and attitude change at the same time that they foster critical thinking skills on the part of the reader.

Author : Stephen G. Harkins,Kipling D. Williams,Jerry M. Burger
Publisher : Oxford University Press
Page : 497 pages
File Size : 50,8 Mb
Release : 2017
Category : Psychology
ISBN : 9780199859870

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The Oxford Handbook of Social Influence by Stephen G. Harkins,Kipling D. Williams,Jerry M. Burger Pdf

The Oxford Handbook of Social Influence restores this important field to its once preeminent position within social psychology. Editors Harkins, Williams, and Burger lead a team of leading scholars as they explore a variety of topics within social influence, seamlessly incorporating a range of analyses (including intrapersonal, interpersonal, and intragroup), and examine critical theories and the role of social influence in applied settings today.

Author : Joseph P. Forgas,Kipling D. Williams
Publisher : Psychology Press
Page : 394 pages
File Size : 54,5 Mb
Release : 2016-12-05
Category : Psychology
ISBN : 9781317710295

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Social Influence by Joseph P. Forgas,Kipling D. Williams Pdf

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.

Author : Anthony R. Pratkanis
Publisher : Psychology Press
Page : 496 pages
File Size : 40,9 Mb
Release : 2011-02-25
Category : Psychology
ISBN : 9781136737039

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The Science of Social Influence by Anthony R. Pratkanis Pdf

The contributions to this volume capture the thrill of current work on social influence, as well as providing a tutorial on the scientific and technical aspects of this research. The volume teaches the student to: Learn how to conduct lab, field and case research on social influence through example by leading researchers Find out about the latest discoveries including the status of research on social influence tactics, dissonance theory, conformity, and resistance to influence Discover how seemingly complex issues such as power, rumors, group and minority influence and norms can be investigated using the scientific method Apply knowledge to current influence campaigns to find out what works and what does not. The Science of Social Influence is the perfect core or complementary text for advanced undergraduate or graduate students in courses such as Attitudes and Attitude Change, Communications, Research Methods and, of course, Social Influence.

Author : James T. Tedeschi
Publisher : Routledge
Page : 442 pages
File Size : 43,7 Mb
Release : 2017-07-12
Category : Psychology
ISBN : 9781351473989

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The Social Influence Processes by James T. Tedeschi Pdf

Social psychologists have always been concerned with two-person interactions and the factors enabling one person to gain dominance. Although social psychology has devised a revolutionary set of techniques to investigate the phenomenon of power, hypotheses are too often ambiguously stated, research programs end in cul-de-sacs, and experiments take on the character of one-shot studies. In an attempt to stimulate new directions in research and to provide cumulative emphasis on the development of scientific theory in the area of power relations, Tedeschi has assembled original and path breaking essays from a dozen outstanding scholars and researchers in the behavioral sciences. More tightly integrated than leading books in the field of power relations, The Social Influence Processes focuses on two-person interactions. A full explanation of the terms "power" and "influence" is followed by an analysis of the major variables in connections between two persons that must be taken into account in a scientific theory of social influence. The subsequent chapters respond to the categories established, attempting a comprehensive construction of social reality and offering suggestions and techniques for measuring and ordering its complexity. Particular areas of research and theory are isolated for consideration in depth--such topics as personality as a power construct (Power and Personality by Henry L. Minton), influence in exchange theory (The Tactical Use of Social Power by Andrew Michener and Robert W. Suchner), and leadership through charisma (Interpersonal Attraction and Social Influence by Elaine Walster and Darcy Abrahams). In the final chapter, Tedeschi, Thomas Bonoma, and Barry R. Schlenker attempt to provide a general theory of social influence processes as they affect the target individual by reviewing the research literature in their own theoretical terms. This remarkable volume will be of interest to students as well

Author : Douglas T. Kenrick,Noah J. Goldstein,Sanford L. Braver
Publisher : OUP USA
Page : 206 pages
File Size : 49,6 Mb
Release : 2012-02-10
Category : Psychology
ISBN : 9780199743056

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Six Degrees of Social Influence by Douglas T. Kenrick,Noah J. Goldstein,Sanford L. Braver Pdf

Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence.

Author : Daniel J. Howard
Publisher : Nova Science Publishers
Page : 0 pages
File Size : 42,9 Mb
Release : 2016
Category : Consumer behavior
ISBN : 1634854985

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The Psychology of Consumer and Social Influence by Daniel J. Howard Pdf

This book stands out from other books on the topic of influence. Most books on influence or persuasion select authors to focus on subsets of theoretical issues within a fairly narrow research focus. In this book, you will find a set of consumer and social researchers - some among the best in the country who address topics within their areas of expertise. The papers presented here should have a unique appeal because of the diverse range of issues that are examined. The papers are broadly connected within the consumer and social influence domain, but vary considerably in the theoretical matters the chapters address: empirical studies on how indirect social influence can affect different styles of thinking that result in counterintuitive outcomes; new insights into the issue of self-control as a limited resource and how it affects susceptibility to persuasion and compliance; the different types of appeals most effective in facilitating abstinence from unhealthy habits; how the effectiveness of a companys public response to brand failures is contingent on different factors involved in such failures; the persuasiveness of different forms of online versus offline consumer influence strategies; an expanded theoretical approach to social responsiveness integrated into an emerging area of theoretical physics: socio-physical modeling; and finally a controversial chapter that defines, tests and validates a scale that measures a commonly used descriptive vulgarity (negative influence) and then demonstrates its utility in predicting interpersonal and social problems. The empirical and conceptual chapters compiled in this book should be of interest to researchers working in the areas of consumer or social influence looking for new theoretical insights and ideas to investigate, as well as for those seeking stimulating questions or results for classroom learning and discussion. This book provides both.

Author : Mark P. Zanna,James M. Olson,C. P. Herman
Publisher : Psychology Press
Page : 343 pages
File Size : 42,8 Mb
Release : 2014-03-05
Category : Psychology
ISBN : 9781317767596

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Social Influence by Mark P. Zanna,James M. Olson,C. P. Herman Pdf

First published in 1987. This volume presents papers from the Fifth Ontario Symposium on Personality and Social Psychology, held at the University of Waterloo, August 21-23, 1984. The contributors are active researchers in the area of social influence. One of the purposes of this volume is to provide an accurate picture of our current knowledge about social influence processes. Thus, the chapters describe important recent developments in this area. A second and perhaps more important purpose of this volume is to bring together scholars with different perspectives on the social influence process in order to stimulate further research and theorizing in this area.

Author : Kevin Wren
Publisher : Routledge
Page : 143 pages
File Size : 43,8 Mb
Release : 2013-04-15
Category : Psychology
ISBN : 9781134663569

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Social Influences by Kevin Wren Pdf

Social Influences looks at how we perceive ourselves and others and how this can influence our behaviour. It includes stereotyping and prejudice, obedience and conformity, collective behaviour and leadership.

Author : John C. Turner
Publisher : Cengage Learning
Page : 236 pages
File Size : 44,6 Mb
Release : 1991
Category : Education
ISBN : STANFORD:36105016447299

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Social Influence by John C. Turner Pdf

When do we want people to agree with us and when do we not want people to agree with us? How can we convince someone that their views are wrong? Such questions are raised by SOCIAL INFLUENCE. This milestone text provides both a straightforward introduction to the topic of social influence for the beginning student and a sophisticated theoretical analysis of social influence processes for the more knowledgeable reader. The author summarizes a vast literature, integrating many differing views on social influence in a coherent and meaningful pattern. He reevaluates and reinterprets the findings of many classic studies, into an integrative self-categorization theory, which may resolve many inconsistencies in the literature and account for a diverse set of social influence phenomena.

Author : Joop van der Pligt,Michael Vliek
Publisher : Taylor & Francis
Page : 250 pages
File Size : 54,5 Mb
Release : 2016-10-04
Category : Psychology
ISBN : 9781317212348

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The Psychology of Influence by Joop van der Pligt,Michael Vliek Pdf

Whether it’s our choice of a new car or what we think about our neighbours, our opinions and attitudes are a way of negotiating the world around us. The Psychology of Influence explores how these preferences and behaviours are influenced and affected by the messages we receive in daily life. From consumer choices to political, lifestyle and financial decisions, the book examines how and why we may be influenced by a range of sources, from written text and television to social media and interpersonal communication. In a field that has fascinated scholars since Plato, the book addresses the key questions across cognitive, social and emotional domains: When do arguments become persuasive? What influence do role models have? What role do simple rules of thumb, social norms or emotions play? Which behaviours are difficult to influence, and why? Covering topics from attraction, prejudice and discrimination to reward, punishment and unconscious bias, The Psychology of Influence will be invaluable reading for students and researchers across a range of areas within applied and social psychology, as well as those in political science, communications, marketing and business and management.