The Oxford Handbook of Social Influence

by Harkins, Stephen G.; Williams, Kipling D.; Burger, Jerry M.

• ISBN13: 9780199984695
• ISBN10: 0199984697
• Format: eBook
• Copyright: 2017-08-10
• Publisher: Oxford University Press

Summary

The study of social influence has been central to social psychology since its inception. In fact, research on social influence predated the coining of the term social psychology. Its influence continued through the 1960s, when it made seminal contributions to the beginning of social psychology's golden age. However, by the mid-1980s, interest in this area waned, while at the same time, and perhaps not coincidentally, interest in social cognition waxed. Now the pendulum is swinging back, as seen in growing interest in non-cognitive, motivational accounts.

The Oxford Handbook of Social Influence will contribute to a resurgence of interest in social influence that will restore it to its once preeminent position. Written by leading scholars, the chapters cover a variety of topics related to social influence, incorporating a range of levels of analysis (intrapersonal, interpersonal, and intragroup) and both source (the influencers) and target (the influenced) effects. The volume also examines theories that are most relevant to social infl uence, as well as social influence in applied settings.

The chapters contribute to the renaissance of interest in social influence by showing that it is time to reexamine classic topics in social influence; by illustrating how integrations/ elaborations that advance our understanding of social influence processes are now possible; by revealing gaps in the social influence literature; and by suggesting future lines of research. Perhaps the most important of these lines of work will take into account the change from traditional social influence that occurs face-to-face to social media-mediated influence that is likely to characterize many of our interactions in the future.

Author Biography

Stephen G. Harkins received his Ph.D. at the University of Missouri-Columbia in 1975. Following a two-year postdoctoral fellowship at The Ohio State University, he moved to Northeastern University, where he has been a professor since 1989. He studies the effect of social threat on task performance.

Kipling D. Williams received his Ph.D. at The Ohio State University in 1981. Since 2004, he has
been a professor of psychological sciences at Purdue University. His primary research interests are ostracism and social influence. He is editor of the journal Social Influence.

Jerry M. Burger received his Ph.D. at the University of Missouri-Columbia in 1980 and has been a professor of psychology at Santa Clara University since 1993. He has conducted extensive research in the areas of obedience, compliance, perception of and motivation for personal control, and social norms.

Table of Contents

Part I: Introduction

1. Introduction and Overview
Stephen G. Harkins and Kipling D. Williams

2. Ethical Issues in Social Influence Research
Allan J. Kimmel

Part II: Intrapersonal Processes

3. Social Influence and Gender
Linda L. Carli

4. Social Influence and Personality
John B. Nezlek and Carrie Smith

Part III: Interpersonal Processes

5. On the Trail of Social Comparison
Jerry Suls and Ladd Wheeler

6. Conformity and Divergence in Interactions, Groups, and Culture
Bert H. Hodges

7. Compliance: A Classic and Contemporary Review
Rosanna E. Guadagno

8. Obedience
Jerry M. Burger

9. Social Norms and Their Enforcement
Jessica M. Nolan

10. Social Inhibition
Megan K. McCarty

11. Social Facilitation: Using the Molecular to Inform the Molar
Allison E. Seitchik, Adam J. Brown, and Stephen G. Harkins

12. Protect, Correct, and Eject: Ostracism as a Social Influence Tool
Andrew H. Hales, Dongning Ren, and Kipling D. Williams

13. Self-Presentation and Social Influence: Evidence for an Automatic Process
James M. Tyler and Katherine E. Adams

14. Emotions as Agents of Social Influence: Insights from Emotions as Social Information Theory
Gerben van Kleef

Part IV: Intragroup Processes

15. Social Identity and Social Influence
Amber M. Gaffney and Michael Hogg

16. Deindividuation
Russell Spears

17. Stability and Change Within Groups
Matthew J. Hornsey and Jolanda Jetten

18. Minority Influence
Fabrizio Butera, Juan Manuel Falomire-Pichastor, and Alain Quiamzade

19. The Social Psychology of Leadership
Michael J. Platow, S. Alexander Haslam, and Stephen D. Reicher

Part V: Social Influence in Applied Settings

20. Social Influence and Clinical Intervention
Martin Heesacker

21. Social Influence and Health
Leslie R. Martin and M. Robin DiMatteo

22. The Expanding, Lop-Sided Universe of Social Influence and Law Research
Linda Demaine and Robert Cialdini

23. Social Influence in Marketing: How Other People Influence Consumer Information Processing and Decision Making
Amna Kirmani and Rosellina Ferraro

Part VI: The Future

24. The Future of Social Influence in Social Psychology
Kipling D. Williams and Stephen G. Harkins

25. Resistance to Influence
Brad J. Sagarin and Mary Lynn Miller Henningsen

26. The Echo Chamber
David Byrne