Suchergebnisse

Cover -- Half Title -- Title -- Copyright -- Original Title -- Original Copyright -- Contents -- Preface -- Dedication -- 1. An Overview and Evaluation of Group Influence -- Some Background and Perspectives -- An Overview of Psychology of Group Influence -- Looking Backward and Forward -- References -- PART I: BASIC GROUP INFLUENCE -- 2. Alternative Conceptions of Social Facilitation -- History of Social Facilitation Research -- Drive Theory -- Directive Influences in Social Facilitation -- Attentional Effects of Presence of Others -- Conclusions -- References -- 3. Spatial Behavior of Individuals and Groups -- Theoretical Underpinnings -- Affiliative Conflict Theory of Spatial Behavior -- Applications to Groups, Audiences and Crowds -- Conclusion -- References -- 4. Deindividuation and the Self-Regulation of Behavior -- Early Theories of Deindividuation -- Mechanics of Behavioral Self-Regulation -- Alternative Explanations of Disinhibited Group Aggression -- Applications of Deindividuation -- Deindividuation: Avoided or Sought? -- Conclusion -- References -- 5. Environmental Influences on Groups -- Crowding -- Spatial Factors in Social Interaction -- Crowding Versus Social Cohesion: An Environment/Social Interaction Model -- Relevance to Other Group Processes -- Summary -- References -- PART II: SOCIAL INFLUENCE PROCESSES IN GROUPS -- 6. Newcomers and Oldtimers in Small Groups -- Research on Newcomers and Oldtimers -- Conclusions -- References -- 7. Reaction to Opinion Deviance in Small Groups -- Plan of the Paper -- Theoretical Perspectives -- Empirical Investigations -- Unresolved Issues -- References -- 8. Self-Categorization Theory and Social Influence -- Introduction -- Self-Categorization Theory and Social Identity: Social Change, Social Categorization and the Interpersonal-Intergroup Continuum.

"In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini-the seminal expert in the field of influence and persuasion-explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations"

Preface -- Influence: definition, history and a model -- Introduction -- Pedagogic features: boxes, connections, and epilogues -- Attitudes and behaviour -- Persuasion through argumentation -- Cognitive heuristics -- Social heuristics -- Emotions and influence -- Punishment and reward -- Automatic influences on attitudes and behaviour -- Social norms and social comparison -- Modification of complex behaviour: from intentions to action -- Back to the future

Intro; TABLE DES MATIERES; Table des matières 1; Table des matières 2; Série " Psychologie sociale "; Avant-propos; Chapitre 1. Fondamentaux de l'influence sociale; 1. Pourquoi communique-t-on?; 2. L'effet autocinétique et la normalisation; 3. Le conformisme; Chapitre 2. Les processus constitutifs de l'influence sociale; 1. L'imitation; 2. Les processus automatiques; 2.1. L'ancrage; 2.2. Le conditionnement évaluatif; 2.3. L'amorçage; 3. La recherche de consensus; 4. La dépendance : influences informationnelle et normative; 5. Nature et saillance des normes

Changing hearts is an important part of changing minds. Research shows that appealing to human emotion can help you make your case and build your authority as a leader. This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day. This volume includes the work of: Nick Morgan, Robert Cialdini, Linda A. Hill, and Nancy Duarte. This collection of articles includes "Understand the Four Components of Influence," by Nick Morgan; "Harnessing the Science of Persuasion," by Robert Cialdini; "Three Things Managers Should Be Doing Every Day," by Linda A. Hill and Kent Lineback; "Learning Charisma," by John Antonakis, Marika Fenley, and Sue Liechti; "To Win People Over, Speak to Their Wants and Needs," by Nancy Duarte; "Storytelling That Moves People," an interview with Robert McKee by Bronwyn Fryer; "The Surprising Persuasiveness of a Sticky Note," by Kevin Hogan; and "When to Sell with Facts and Figures, and When to Appeal to Emotions," by Michael D. Harris.

Cover -- Half Title -- Title -- Copyright -- Dedication -- Contents -- Contributors -- Preface -- Introduction and Overview -- Part I. ATTRIBUTIONS OF POWER -- 1. Power and Probability -- 2. Attributions of Interpersonal Power -- Part II. THE SOURCE OF POWER AND INFLUENCE -- 3. The Nature of Trust -- 4. The Powerholder -- Part III. THE TARGET OF INFLUENCE -- 5. Further Thoughts on the Processes of Compliance, Identification, and Internalization -- 6. The Comparative Analysis of Power and Power Preference -- Part IV. ANALYSIS OF INDIVIDUAL-SYSTEM RELATIONSHIPS -- 7. Power and Utilities in a Simulated Interreligious Council: A Situational Approach to Interparty Decision-Making -- Part V. POLITICAL POWER -- 8. Power in Cross-Cultural Perspective: Tribal Politics -- 9. Legitimacy as a Base of Social Influence -- 10. Campus Crisis: The Search for Power -- Part VI. THE MEANS OF INFLUENCE -- 11. Economic Power -- Index

Intro -- Copyright -- Contents -- Ch 1: Understand the Four Components of Influence -- Ch 2: Harnessing the Science of Persuasion -- Ch 3: Three Things Managers Should Be Doing Every Day -- Ch 4: Learning Charisma -- Ch 5: To Win People Over, Speak to Their Wants and Needs -- Ch 6: Storytelling That Moves People -- Ch 7: The Surprising Persuasiveness of a Sticky Note -- Ch 8: When to Sell with Facts and Figures, and When to Appeal to Emotions -- Untitled.

How does a minority exert influence on a majority? Traditionally social psychologists have characterised influence as a process leading to conformity - the minority coming to accept the view of the majority. For the contributors to this volume, working in a society where the reverse process is frequently exemplified - a society characterised by change and innovation - such an approach is no longer tenable. They believe that only by examining social processes also in terms of minority influence can the paradox be resolved. The volume is organised into two broadly based but interconnected parts. Part I analyses the process of influence itself, while Part II sets it within the context of groups. The influence of minorities is thus located within the cognitive and social field in which interaction between minorities and majorities occurs. The original and dynamic research paradigms presented here and the theoretical and empirical results that are reported offer alternative insights not only into the phenomenon of influence per se, but also into such classical notions as 'the group' , 'deviance' and 'convergence'