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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