Overview

Social influence processes play a key role in human behaviour. 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, 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 aims to advance 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 behaviour.

Full Product Details

Author:   Joseph P. Forgas ,  Kipling D. Williams
Publisher:   Taylor & Francis Ltd
Imprint:   Psychology Press Ltd
Volume:   1
Dimensions:   Width: 17.40cm , Height: 2.60cm , Length: 24.60cm
Weight:   0.890kg
ISBN:  

9781841690384

ISBN 10:   1841690384
Pages:   390
Publication Date:   04 May 2001
Audience:   College/higher education ,  General/trade ,  Tertiary & Higher Education ,  General
Format:   Hardback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

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.

Reviews

This Sydney Symposium volume, the third in a series, showcases the best research done by a collection of stellar scholars in social influence. Collectively, they offer an integration and re-conceptualization of social influence phenomena, and help readers appreciate how these phenomena permeate myriad aspects of social thinking and social behavior. - Elizabeth Loftus, University of Washington

'This Sydney Symposium volume, the third in a series, showcases the best research done by a collection of stellar scholars in social influence. Collectively, they offer an integration and re conceptualization of social influence phenomena, and help readers appreciate how these phenomena permeate myriad aspects of social thinking and social behavior. Contributors make a strong case for a comprehensive approach to the many levels at which social influence processes operatem, from subliminal and cognitive effects to interpersonal and socio-cultural effects. Since social influence plays such a critical role in forensic settings, in organizations, and in everyday life, Social Influence: Direct and Indirect Processes will be of great interest to anyone concerned wiht social influences phenomena - students, researchers, practitioners and laypersonas alike.' - Professor Elizabeth Loftus, University of Washington

Author Information

Joseph P. Forgas (Author) ,  Kipling D. Williams (PhD, Department of Psychological Sciences, Purdue University) (Author)

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