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Tables of Contents for Social Influence
Chapter/Section Title
Page #
Page Count
About the Editors
xiii
Contributors
xv
Preface
xvii
I. SOCIAL INFLUENCE: FUNDAMENTAL PROCESSES AND THEORIES
Social Influence: Introduction and Overview
Joseph P. Forgas and Kipling D. Williams
3
22
Social Influence in Social Psychology
5
2
Social Influence and Social Integration
7
2
Social Influence: Some Historical Antecedents
9
3
Outline of the book
12
1
Part I. Social Influence: Fundamental Processes and Theories
12
4
Part II. The Role of Cognitive Processes and Strategies in Social Influence
16
3
Part III. Social Influence and Group Behavior
19
3
Conclusion
22
3
Systematic Opportunism: An Approach to the Study of Tactical Social Influence
Robert B. Cialdini
25
16
Systematic Personal Observation
26
2
Imagining Makes It So
28
2
Study 1: When Imagining Makes It So
30
3
Full-Cycle Social Psychology: One More Turn
33
3
Study 2: When Imagining Makes It Worse
36
1
Conclusion
37
4
Increasing Compliance by Reducing Resistance
Eric S. Knowles Shannon Butler and Jay A. Linn
41
20
Approach-Avoidance Conflict Model of Persuasion
42
1
Two Targets for Social Influence
42
1
Relationship to Other Chapters
43
1
Nature of Resistance
44
1
Resistance and Social Influence
45
1
Strategy 1: Sidestepping Resistance
46
1
Strategy 2: Directly Reducing Resistance
47
1
Strategy 3: Disrupting Resistance
48
8
Strategy 4: Turning Resistance from an Adversary into an Ally
56
1
Conclusion
57
4
Successfully Simulating Dynamic Social Impact: Three Levels of Prediction
Bibb Latane and Martin J. Bourgeois
61
18
An Empirically-Based Theory of Individual Behavior
62
1
Simulations Predict Emergent Group-Level Phenomena
62
2
Self-Organization in the Real World
64
1
Self Organization in the Psychology Laboratory
65
1
Other Forms of Social Influence
66
2
CAPSIM: A New Generation of Simulations
68
7
Conclusion
75
4
Unintended Influence: Social-Evolutionary Processes in the Construction and Change of Culturally-Shared Beliefs
Mark Schaller
79
16
Social-Evolutionary Processes and the Epidemiology of Cultural Norms
79
2
Communicability and the Contents of Culturally-Shared Beliefs
81
1
What Makes Something ``Communicable''?
82
1
The Perception of Popularity and its Consequences
83
2
Strategic Discourse and its Consequences
85
1
The Desire for Epistemic Comfort and its Consequences
86
3
Some Additional Implications
89
6
Automatic Social Influence: The Perception-Behavior Links as an Explanatory Mechanism for Behavior Matching
Ap Dijksterhuis
95
14
Matching of Elementary Behavior
97
2
Matching of More Complex Behavior
99
3
Ideomotor Action and Neuropsychological Evidence
102
2
From Stereotypes to Motor Programs
104
1
Conclusion
105
4
Social Power, Influence, and Aggression
James T. Tedeschi
109
20
Assumptions of the Social Interactionist Perspective
110
1
Conceptualization of Coercive Actions
111
4
Social Control Motivation
115
3
The Justice Motive
118
3
Self Presentation and Coercion
121
3
Conclusion
124
5
II. THE ROLE OF COGNITIVE PROCESSES AND STRATEGIES IN SOCIAL INFLUENCE
Subtle Influences on Judgment and Behavior: Who is Most Susceptible?
Richard E- Petty
129
18
Effects of Overt Head Movements on Attitudes
130
4
Effects of Cognitive Priming on Behavior
134
3
Effects of Mild Emotional States on Judgments, Attitudes, and Behavior
137
2
Are the Biasing Effects Under High Thought Conditions Inevitable?
139
4
Conclusion
143
4
On Being Moody but Influential: The Role of Affect in Social Influence Strategies
Joseph P. Forgas
147
20
Conceptual Background
148
1
Background Research on Affect and Social Influence
149
4
Affect and Social Influence Strategies: The Empirical Evidence
153
6
Affective Influences on the Use of Requests
159
1
The Role of Affect in Perceiving Social Situations and Responding to Social Influence
160
2
Affect Infusion in Planned Strategic Encounters
162
1
Conclusion
163
4
Memory as a Target of Social Influence?: Memory Distortions as a Function of Social Influence and Metacognitive Knowledge
Herbert Bless Fritz Strack and Eva Walther
167
18
Applying Social Comparison to Memory
168
2
Increasing and Decreasing Uncertainty by Metacognitive Knowledge
170
1
Experiment 1: The Moderating Role of Item Salience
170
3
Experiment 2: Suboptimal Encoding Conditions as a Facilitator of Social Influence
173
2
Experiment 3: The Effects of Group Size and Dissenters
175
3
Experiment 4: Normative Versus Informative Influence
178
1
Conclusion
179
6
Influencing through the Power of Language
Sik Nung Ng
185
14
Influencing and its Effects on the Influence
186
3
Links between Power and Language: The Big Five
189
3
Using Language to Create Influence: Group and Intergroup Processes
192
3
Conclusion
195
4
Resisting Influence: Judgmental Correction and its Goals
Fritz Strack and Thomas Mussweiler
199
14
Experiment 1: Correction Without New Information
202
2
Experiment 2: Correction With and Without New Information
204
2
Experiment 3: Correction in Pursuit of Different Correctional Goals
206
1
General Discussion
207
1
Conclusion
208
5
Revealing the Worst First: Stealing Thunder as a Social Influence Strategy
Kipling D. Williams and Lara Dolnik
213
22
Should Stealing Thunder Work?
215
1
First Empirical Investigations
216
1
The Generality of the Stealing Thunder Tactic
217
2
Boundary Conditions and Possible Explanations
219
8
Stealing Thunder and the Central and Peripheral Routes to Persuasion
227
1
Conclusion
228
7
III. SOCIAL INFLUENCE AND GROUP BEHAVIOR
Social Influence and Intergroup Beliefs: The Role of Perceived Social Consensus
Charles Stangor Gretchen B. Sechrist and John T. Jost
235
18
Stereotyping and Consensus
236
1
Theories of Social Influence
237
3
Empirical Research
240
1
Research from Our Lab
241
6
Conclusion
247
6
Attitudes, Behavior, and Social Context: The Role of Norms and Group Membership in Social Influence Processes
Deborah J. Terry and Michael A. Hogg
253
18
Social Identity Self-Categorization Theories and Attitude-Behavior Relations
254
3
Group Norms, Group Salience, and Attitude Accessibility
257
3
Group Norms, Group Salience, and Mode of Behavioral Decision-Making
260
3
Intergroup Attitudes, Ingroup Norms, and Discriminatory Behavior
263
4
Conclusion
267
4
Social Influence Effects on Task Performance: The Ascendancy of Social Evaluation Over Self-Evaluation
Stephen G. Harkins
271
22
The Paradigm
274
1
Do-Your-Best Paradigm
275
6
The Goal Setting Paradigm
281
6
Research Summary
287
1
Possible Motives Underlying These Effects
288
1
Individual Versus Group Performance
289
1
Conclusion
290
3
Self-Categorization Principles Underlying Majority and Minority Influence
Barbara David and John C. Turner
293
22
Minorities as Outgroups
298
2
Social Context, Recategorization, and Minority Conversion
300
3
Uncertainty and the Cognitive Processing of Majority and Minority Messages
303
7
Conclusion
310
5
Determinants and Consequences of Cognitive Processes in Majority and Minority Influence
Robin Martin and Miles Hewstone
315
16
Empirical Studies
319
8
Conclusion
327
4
A Side View of Social Influence
Russell Spears Tom Postmes Martin Lea and Susan E. Watt
331
20
Self-categorization: An Integration of Group and Cognitive Bases of Social Influence?
333
2
The SIDE Model
335
3
Extending SIDE to Computer-Mediated Communication
338
8
Conclusion
346
5
Author Index
351
10
Subject Index
361
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