Social influence : direct and indirect processes / edited by Joseph P. Forgas and Kipling D. Williams.

Format:

Book

Contributor:

Forgas, Joseph P.

Williams, Kipling D.

Series:

Sydney Syposium of Social Psychology series.

The Sydney Syposium of Social Psychology series

Language:

English

Subjects (All):

Social influence.

Interpersonal relations.

Influence (Psychology).

Physical Description:

xxi, 367 pages : illustrations ; 25 cm.

Place of Publication:

Philadelphia, PA : Psychology Press, [2001]

Summary:

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 contributors reviews and integrates contemporary theory and research on social influence processes, including the study of both explicit, direct influence strategies, and implicit, indirect influence mechanisms. 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. In 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.

Contents:

I. Social Influence: Fundamental Processes And Theories

1 Social Influence: Introduction and Overview / Joseph P. Forgas, Kipling D. Williams 3

Social Influence in Social Psychology 5

Social Influence and Social Integration 7

Social Influence: Some Historical Antecedents 9

Part I. Social Influence: Fundamental Processes and Theories 12

Part II. The Role of Cognitive Processes and Strategies in Social Influence 16

Part III. Social Influence and Group Behavior 19

2 Systematic Opportunism: An Approach to the Study of Tactical Social Influence / Robert B. Cialdini 25

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

3 Increasing Compliance by Reducing Resistance / Eric S. Knowles, Shannon Butler, Jay A. Linn 41

Approach-Avoidance Conflict Model of Persuasion 42

Two Targets for Social Influence 42

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

4 Successfully Simulating Dynamic Social Impact: Three Levels of Prediction / Bibb Latane, Martin J. Bourgeois 61

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

5 Unintended Influence: Social-Evolutionary Processes in the Construction and Change of Culturally-Shared Beliefs / Mark Schaller 79

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

6 Automatic Social Influence: The Perception-Behavior Links as an Explanatory Mechanism for Behavior Matching / Ap Dijksterhuis 95

Matching of Elementary Behavior 97

Matching of More Complex Behavior 99

Ideomotor Action and Neuropsychological Evidence 102

From Stereotypes to Motor Programs 104

7 Social Power, Influence, and Aggression / James T. Tedeschi 109

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

II. The Role Of Cognitive Processes And Strategies In Social Influence

8 Subtle Influences on Judgment and Behavior: Who is Most Susceptible? / Richard E. Petty 129

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

9 On Being Moody but Influential: The Role of Affect in Social Influence Strategies / Joseph P. Forgas 147

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

10 Memory as a Target of Social Influence?: Memory Distortions as a Function of Social Influence and Metacognitive Knowledge / Herbert Bless, Fritz Strack, Eva Walther 167

Applying Social Comparison to Memory 168

Increasing and Decreasing Uncertainty by Metacognitive Knowledge 170

Experiment 1 The Moderating Role of Item Salience 170

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

11 Influencing through the Power of Language / Sik Hung Ng 185

Influencing and its Effects on the Influencee 186

Links between Power and Language: The Big Five 189

Using Language to Create Influence: Group and Intergroup Processes 192

12 Resisting Influence: Judgmental Correction and its Goals / Fritz Strack, Thomas Mussweiler 199

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

13 Revealing the Worst First: Stealing Thunder as a Social Influence Strategy / Kipling D. Williams, Lara Dolnik 213

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

III. Social Influence And Group Behavior

14 Social Influence and Intergroup Beliefs: The Role of Perceived Social Consensus / Charles Stangor, Gretchen B. Sechrist, John T. Jost 235

Stereotyping and Consensus 236

Theories of Social Influence 237

Empirical Research 240

Research from Our Lab 241

15 Attitudes, Behavior, and Social Context: The Role of Norms and Group Membership in Social Influence Processes / Deborah J. Terry, Michael A. Hogg 253

Social Identity/Self-Categorization Theories and Attitude-Behavior Relations 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 Behavior 263

16 Social Influence Effects on Task Performance: The Ascendancy of Social Evaluation Over Self-Evaluation / Stephen G. Harkins 271

The Paradigm 274

Do-Your-Best Paradigm 275

The Goal Setting Paradigm 281

Possible Motives Underlying These Effects 288

Individual Versus Group Performance 289

17 Self-Categorization Principles Underlying Majority and Minority Influence / Barbara David, John C. Turner 293

Minorities as Outgroups 298

Social Context, Recategorization, and Minority Conversion 300

Uncertainty and the Cognitive Processing of Majority and Minority Messages 303

18 Determinants and Consequences of Cognitive Processes in Majority and Minority Influence / Robin Martin, Miles Hewstone 315

Empirical Studies 319

19 A Side View of Social Influence / Russell Spears, Tom Postmes, Martin Lea, Susan E. Watt 331

Self-categorization: An Integration of Group and Cognitive Bases of Social Influence? 333

The SIDE Model 335

Extending SIDE to Computer-Mediated Communication 338.

Notes:

Includes bibliographical references and indexes.

ISBN:

1841690384

1841690392

OCLC:

45700337