The Science of Social Influence: Advances and Future Progress

ISBN-13: 9781138006157 / Angielski / Miękka / 2014 / 376 str.

Anthony R. Pratkanis;¬Abar;¬Abar

Opis

The contributions to this volume capture the thrill of current work on social influence, as well as providing a tutorial on the scientific and technical aspects of this research. The volume teaches the student to:

• Learn how to conduct lab, field and case research on social influence through example by leading researchers
• Find out about the latest discoveries including the status of research on social influence tactics, dissonance theory, conformity, and resistance to influence
• Discover how seemingly complex issues such as power, rumors, group and minority influence and norms can be investigated using the scientific method
• Apply knowledge to current influence campaigns to find out what works and what does not.

The Science of Social Influence is the perfect core or complementary text for advanced undergraduate or graduate students in courses such as Attitudes and Attitude Change, Communications, Research Methods and, of course, Social Influence.

Spis treści

Chapter 1. Anthony R. Pratkanis, Social Influence Research. Chapter 2. Anthony R. Pratkanis, Social Influence Analysis: An Index of Tactics. Chapter 3. Eric S. Knowles & Dan Riner, Omega Approaches to Persuasion: Overcoming Resistance. Chapter 4. Elliot Aronson, The Use of Dissonance in Self-persuasion. Chapter 5. Dariusz Dolinski, Emotional See-saw. Chapter 6. Jerry Burger, Fleeting Attraction and Compliance with Requests. Chapter 7. Noah Goldstein & Robert B. Cialdini, Using Social Norms as a Lever of Social Influence. Chapter 8. Paul Nail & Geoff MacDonald, On the Development of the Social Response Context Model. Chapter 9. Christie Struckman & Marlene E. Turner, Social Influence in Groups. Chapter 10. Carsten K. W. De Dreu, Minority Dissent, Attitude Change, and Group Performance. Chapter 11. Nicholas DiFonzo & Prashant Bordia, Toward a Dynamic Social Impact Theory of Rumors: Individual and Network Level Factors in Spread. Chapter 12. Roderick Kramer, Self-defeating Influence Behavior: A Social Cognitive Analysis of Leader Misuse of Power. Chapter 13. Brad J. Sagarin & Sarah W. Wood, Resistance to Influence