Suchergebnisse

Introduction -- Introduction and overview / Stephen G. Harkins and Kipling D. Williams -- Ethical issues in social influence research / Allan J. Kimmel -- Intrapersonal processes -- Social influence and gender / Linda L. Carli -- Social influence and personality / John B. Nezlek and Carrie Smith -- Interpersonal processes -- On the trail of social comparison / Jerry Suls and Ladd Wheeler -- Conformity and divergence in interactions, groups, and culture / Bert H. Hodges -- Compliance : a classic and contemporary review / Rosanna E. Guadagno -- Obedience / Jerry Burger -- Social norms and their enforcement / Jessica M. Nolan -- Social inhibition / Megan K. McCarty -- Social facilitation : using the molecular to inform the molar / Allison E. Seitchik, Adam J. Brown, and Stephen G. Harkins -- Protect, correct, and eject : ostracism as a social influence tool / Andrew H. Hales, Dongning Ren, and Kipling D. Williams -- Self-presentation and social influence : evidence for an automatic process / James M. Tyler and Katherine E. Adams -- Emotions as agents of social influence : insights from emotions as social information theory / Gerben van Kleef -- Intragroup processes -- Social identity and social influence / Amber M. Gaffney and Michael Hogg -- Deindividuation / Russell Spears -- Stability and change within groups / Matthew J. Hornsey and Jolanda Jetten -- Minority influence / Fabrizio Butera, Juan Manuel Falomire-Pichastor, and Alain Quiamzade -- The social psychology of leadership / Michael J. Platow, S. Alexander Haslam, and Stephen D. Reicher -- Social influence in applied settings -- Social influence and clinical intervention / Martin Heesacker -- Social influence and health / Leslie R. Martin and M. Robin DiMatteo -- The expanding, lop-sided universe of social influence and law research / Linda Demaine and Robert Cialdini -- Social influence in marketing: how other people influence consumer information processing and decision making / Amna Kirmani and Rosellina Ferraro -- The future -- The future of social influence in social psychology / Kipling D. Williams and Stephen G. Harkins -- Resistance to influence / Brad J. Sagarin and Mary Lynn Miller Henningsen -- The echo chamber / David Byrne -- Index

The study of social influence has been central to social psychology since its inception. In fact, research on social influence began in the 1880s, predating the coining of the term social psychology. The area's influence continued through the 1960s, when it made seminal contributions at the beginning of social psychology's golden age, but by the mid-1980s, interest in this area had waned. Now the pendulum is swinging back, as seen in growing interest in motivational accounts. The chapters in this volume, written by leading scholars, cover a variety of topics in social influence, incorporating a range of levels of analysis (intrapersonal, interpersonal, and intragroup) and both source and target effects.

Cover -- Half Title -- Title -- Copyright -- Dedication -- Contents -- About the Editors -- Contributors -- Preface -- I. SOCIAL INFLUENCE: FUNDAMENTAL PROCESSES AND THEORIES -- 1 Social Influence: Introduction and Overview -- Social Influence in Social Psychology -- Social Influence and Social Integration -- Social Influence: Some Historical Antecedents -- Outline of the book -- Part I. Social Influence: Fundamental Processes and Theories -- Part II. The Role of Cognitive Processes and Strategies in Social Influence -- Part III. Social Influence and Group Behavior -- Conclusion

Purpose– The paper aims to propose an analytical framework for social influence and mathematical formulation for its main components: conformity and peer-pressure. The framework is conceived to explain why certain behaviours and beliefs propagate in a society and some others disappear. It can also be used to study the emergence and the evolution of the status of the norms in terms of their adoption by the population.Design/methodology/approach– The paper is theoretical, making use of economic quantitative methods. The author proposes a new formulation for the evolutionary dynamics, increasingly borrowed by social scientists. Then, mathematically treating the equation, the author draws general conclusions in form of lemmas, which are proved.Findings– The author's main contribution is to show that even behavioural rules and beliefs that emerge in a minority subset of the population, do not procure any benefit for the agents adopting them can under certain conditions, evolve into the consensus of a society, become a norm.Research limitations/implications– More general conclusion (theorems and lemmas) could be stated and proved. But given that the main contribution of the paper is to the fields of social and behavioural economics, along a number of disciplines less mathematical than economics, the author kept the analysis that required fairy advance mathematics for later.Practical implications– The paper contributes to the evolutionary game theory, evolution of preferences, and evolution of beliefs and social norms. More precisely, the equation proposed in the paper can be used in the contexts the patterns of heterogeneity in a population are affected or caused by social influence. Or in the contexts, the social institutions are susceptible to affect an agent's sense of identity (e.g. voting, fashion industry, marketing).Originality/value– In this paper, for the first time, a mathematical formulation is proposed for the social influence and its main psychological components (conformity and status seeking). Using the above, the author proposed a new parametric fitness function for the evolutionary dynamics. The author believes the paper matters to a multidisciplinary public. It answers a question that challenged and puzzled the economists (as well other social scientists): the reasons behind the emergence and the prevalence of social norms do not positively contribute to the utility or payoff of the agents adopting them (and at times they are costly).