Social Influence: Direct and Indirect Processes
by Forgas,Joseph P.Edition: 1st
Format: Hardcover
Pub. Date: 2001-05-04
Publisher(s): Psychology Pres
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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.
Table of Contents
| 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 |
| Table of Contents provided by Syndetics. All Rights Reserved. |
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