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Research Handbook on Social Influence
This timely Research Handbook provides an in-depth exploration of the scholarly understanding of social influence. Expanding on classic characterisations and themes such as conformity, majority and minority persuasion, compliance and authority, this book examines how people exert and react to social influence in dynamic interpersonal and group settings.
More Information
Critical Acclaim
Contents
More Information
This timely Research Handbook provides an in-depth exploration of the scholarly understanding of social influence. Expanding on classic characterisations and themes such as conformity, majority and minority persuasion, compliance and authority, this book examines how people exert and react to social influence in dynamic interpersonal and group settings.
Bringing together a diverse team of global experts, the Research Handbook reviews how research in the field has historically developed, assesses current analyses that range from neurocognitive to cultural in existing social influence research and highlights key avenues for the advancement of this burgeoning area of study. Authors document the ubiquitous nature of social influence, address its effects on performance and action, and discuss how it shapes the self, relationships, groups and social reality. Finally, the Research Handbook reflects on the role of social influence in two specific settings, the digital world and legal processes, areas chosen for their unique relevance and research vibrancy.
The Research Handbook on Social Influence will be an essential resource for academic researchers and students of social psychology, but also for scholars and practitioners in many other fields concerned with social behaviour. Providing a rigorous yet accessible overview of social influence research, this Handbook will serve them well as a source of scientific information and its potential applications to their professional endeavours.
Bringing together a diverse team of global experts, the Research Handbook reviews how research in the field has historically developed, assesses current analyses that range from neurocognitive to cultural in existing social influence research and highlights key avenues for the advancement of this burgeoning area of study. Authors document the ubiquitous nature of social influence, address its effects on performance and action, and discuss how it shapes the self, relationships, groups and social reality. Finally, the Research Handbook reflects on the role of social influence in two specific settings, the digital world and legal processes, areas chosen for their unique relevance and research vibrancy.
The Research Handbook on Social Influence will be an essential resource for academic researchers and students of social psychology, but also for scholars and practitioners in many other fields concerned with social behaviour. Providing a rigorous yet accessible overview of social influence research, this Handbook will serve them well as a source of scientific information and its potential applications to their professional endeavours.
Critical Acclaim
‘The Research Handbook on Social Influence offers an unparalleled resource for researchers and scholars of social influence. By casting a net that is both remarkably wide and deep, the Handbook provides the most thoroughgoing consideration I know of how people affect change and are affected by change in others. Serious students of these processes should have a copy readily available on their shelves or devices.’
– Robert Cialdini, Arizona State University, USA
‘Social influence is a more powerful force today than at any time in human history, and understanding it could hardly be more important. This Research Handbook is an indispensable companion in that effort—a timely collection of smart and interesting chapters by the world’s leading experts on the science of social influence.’
– Daniel Gilbert, Harvard University, USA
‘Social influences surround us, seemingly more today than ever. This timely Research Handbook featuring contributions from an all-star set of researchers from around the world, is a welcome addition to a burgeoning literature. Any scholar interested in learning about the latest empirically-informed perspectives on social influence would do themselves a favor by consulting this impressive work.’
– Christopher R. Agnew, Purdue University, USA
‘Radmila Prislin’s Research Handbook on Social Influence comprehensively explores the omnipresence of social influence in our lives. Covering a wide range of topics – from neurological and group-level perspectives on influence to the dynamics of how people sway each other and respond to persuasive efforts in various contexts – this book offers a rich resource for anyone interested in social influence. Prislin has brought together leading scholars in the field, who contribute chapters that span more than a century of research, theory, and application in social influence. Despite the depth of content, each chapter remains accessible, making it an essential read for those seeking to understand the profound impact of social influence. I plan to adopt this book for both my undergraduate and graduate social influence courses.’
– David Rast III, University of Alberta, Canada
‘The Research Handbook on Social Influence is an essential resource for scholars and students interested in this important topic. It offers a comprehensive and up-to-date discussion of the various theoretical and empirical approaches to all aspects of social influence research. Deep in theoretical analysis and broad in its coverage of social influence phenomena, it is invaluable for understanding the core of social life.’
– Antonis Gardikiotis, Aristotle University of Thessaloniki, Greece
– Robert Cialdini, Arizona State University, USA
‘Social influence is a more powerful force today than at any time in human history, and understanding it could hardly be more important. This Research Handbook is an indispensable companion in that effort—a timely collection of smart and interesting chapters by the world’s leading experts on the science of social influence.’
– Daniel Gilbert, Harvard University, USA
‘Social influences surround us, seemingly more today than ever. This timely Research Handbook featuring contributions from an all-star set of researchers from around the world, is a welcome addition to a burgeoning literature. Any scholar interested in learning about the latest empirically-informed perspectives on social influence would do themselves a favor by consulting this impressive work.’
– Christopher R. Agnew, Purdue University, USA
‘Radmila Prislin’s Research Handbook on Social Influence comprehensively explores the omnipresence of social influence in our lives. Covering a wide range of topics – from neurological and group-level perspectives on influence to the dynamics of how people sway each other and respond to persuasive efforts in various contexts – this book offers a rich resource for anyone interested in social influence. Prislin has brought together leading scholars in the field, who contribute chapters that span more than a century of research, theory, and application in social influence. Despite the depth of content, each chapter remains accessible, making it an essential read for those seeking to understand the profound impact of social influence. I plan to adopt this book for both my undergraduate and graduate social influence courses.’
– David Rast III, University of Alberta, Canada
‘The Research Handbook on Social Influence is an essential resource for scholars and students interested in this important topic. It offers a comprehensive and up-to-date discussion of the various theoretical and empirical approaches to all aspects of social influence research. Deep in theoretical analysis and broad in its coverage of social influence phenomena, it is invaluable for understanding the core of social life.’
– Antonis Gardikiotis, Aristotle University of Thessaloniki, Greece
Contents
Contents
INTRODUCTION
1 Themes and times in research on social influence 2
Radmila Prislin
PART I LEVELS OF ANALYSIS
2 The neurocognitive underpinnings of social influence 25
Markus Germar
3 The group identity account of social influence 41
Russell Spears
4 The bidirectional relationship between social influence and culture 57
Helen C. Harton and Ian M. Beatty
5 The dynamic foundations of social influence 72
Robin R. Vallacher and Andrzej Nowak
PART II EXERTING SOCIAL INFLUENCE
6 Changing behavior through normative social influence 89
P. Wesley Schultz, Stasie Dear-Ferguson, Paul R. Hernandez, Magnus
Bergquist and Andreas Nilsson Hed
7 Social influence of emotions 104
Shlomo Hareli and Ursula Hess
8 Methods and models of majority and minority influence 117
William D. Crano and Tehreem Riffat
9 Social influence in interacting groups 133
R. Scott Tindale and Christine M. Smith
10 Social hierarchy and social influence 148
Derek D. Rucker and Adam D. Galinsky
11 Leadership as social influence: a social identity perspective 164
Michael A. Hogg and Sucharita Belavadi
PART III RESPONDING TO SOCIAL INFLUENCE
12 Acceptance and independence in conformity and compliance 00
Leandre R. Fabrigar, Ava Camposarcone and Carina Pham
13 Obedience 195
Dariusz Dolinski and Tomasz Grzyb
14 Group polarization 211
Rene Ziegler and Janusch Sieber
15 Imitation as social influence 227
Oliver Genschow and Danna Oomen
PART IV SOCIAL INFLUENCE, PERFORMANCE, AND ACTION
16 Social facilitation and social inhibition 244
Janina Steinmetz
17 Deindividuation: the role of self-awareness and norms in disinhibited
behavior and their relevance to crowd behavior 258
Paul B. Paulus and Jared B. Kenworthy
18 Intergroup conflict and social influence: varieties of minority action 274
John M. Levine and Fabrizio Butera
PART V SOCIAL INFLUENCE IN CREATING THE SELF, RELATIONSHIPS,
GROUPS, AND SOCIAL REALITY
19 Socio-cultural influences on self-evaluation 298
Lowell Gaertner and Constantine Sedikides
20 Social influence in close relationships 313
Kenneth Tan and Ya Hui Michelle See
21 Social influence in creating, maintaining, and breaking the status quo 329
Kim Peters and Jolanda Jetten
22 Social influence through shared reality 344
Gerald Echterhoff and E. Tory Higgins
PART VI SOCIAL INFLUENCE IN SPECIFIC SETTINGS
23 Social influence in legal processes and decision-making 365
Margaret Bull Kovera and Eliana Aronson
24 Social influence in the world of digital media
Stephan Winter and Tobias Schreyer
INTRODUCTION
1 Themes and times in research on social influence 2
Radmila Prislin
PART I LEVELS OF ANALYSIS
2 The neurocognitive underpinnings of social influence 25
Markus Germar
3 The group identity account of social influence 41
Russell Spears
4 The bidirectional relationship between social influence and culture 57
Helen C. Harton and Ian M. Beatty
5 The dynamic foundations of social influence 72
Robin R. Vallacher and Andrzej Nowak
PART II EXERTING SOCIAL INFLUENCE
6 Changing behavior through normative social influence 89
P. Wesley Schultz, Stasie Dear-Ferguson, Paul R. Hernandez, Magnus
Bergquist and Andreas Nilsson Hed
7 Social influence of emotions 104
Shlomo Hareli and Ursula Hess
8 Methods and models of majority and minority influence 117
William D. Crano and Tehreem Riffat
9 Social influence in interacting groups 133
R. Scott Tindale and Christine M. Smith
10 Social hierarchy and social influence 148
Derek D. Rucker and Adam D. Galinsky
11 Leadership as social influence: a social identity perspective 164
Michael A. Hogg and Sucharita Belavadi
PART III RESPONDING TO SOCIAL INFLUENCE
12 Acceptance and independence in conformity and compliance 00
Leandre R. Fabrigar, Ava Camposarcone and Carina Pham
13 Obedience 195
Dariusz Dolinski and Tomasz Grzyb
14 Group polarization 211
Rene Ziegler and Janusch Sieber
15 Imitation as social influence 227
Oliver Genschow and Danna Oomen
PART IV SOCIAL INFLUENCE, PERFORMANCE, AND ACTION
16 Social facilitation and social inhibition 244
Janina Steinmetz
17 Deindividuation: the role of self-awareness and norms in disinhibited
behavior and their relevance to crowd behavior 258
Paul B. Paulus and Jared B. Kenworthy
18 Intergroup conflict and social influence: varieties of minority action 274
John M. Levine and Fabrizio Butera
PART V SOCIAL INFLUENCE IN CREATING THE SELF, RELATIONSHIPS,
GROUPS, AND SOCIAL REALITY
19 Socio-cultural influences on self-evaluation 298
Lowell Gaertner and Constantine Sedikides
20 Social influence in close relationships 313
Kenneth Tan and Ya Hui Michelle See
21 Social influence in creating, maintaining, and breaking the status quo 329
Kim Peters and Jolanda Jetten
22 Social influence through shared reality 344
Gerald Echterhoff and E. Tory Higgins
PART VI SOCIAL INFLUENCE IN SPECIFIC SETTINGS
23 Social influence in legal processes and decision-making 365
Margaret Bull Kovera and Eliana Aronson
24 Social influence in the world of digital media
Stephan Winter and Tobias Schreyer
