Social Influence

Direct and Indirect Processes

By Joseph P. Forgas, Kipling D. Williams

© 2002 – Psychology Press

392 pages

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New in Paperback: 9781841690391
pub: 2002-06-14
Currently out of stock
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Hardback: 9781841690384
pub: 2001-05-04
US Dollars$140.00

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About the Book

Social influence processes play a key role in human behavior. 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, leading 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 greatly advances 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 behavior.


"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

Table of Contents

Part 1. Social Influence: Fundamental Processes and Theories R.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 Social Influence. 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 Influence and 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.

About the Series

Sydney Symposium of Social Psychology

The aim of the Sydney Symposia of Social Psychology is to provide new, integrative insights into key areas of contemporary research. Held every year at the University of New South Wales, Sydney, each symposium deals with an important integrative theme in social psychology, and the invited participants are leading researchers in the field from around the world. Each contribution is extensively discussed during the symposium and is subsequently thoroughly revised into book chapters that are published in the volumes in this series.

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Subject Categories

BISAC Subject Codes/Headings:
PSYCHOLOGY / Social Psychology