Social Influence: Direct and Indirect Processes

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ISBN: 9781841690384 | 1841690384
Cover: Hardcover
Copyright: 5/4/2001

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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.

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