The Practice of Social Influence in Multiple Cultures

by Wosinska, Wilhelmina; Cialdini, Robert B.; Barrett, Daniel W.; Reykowski, Janusz

• ISBN13: 9780805832792
• ISBN10: 0805832793
• Format: Hardcover
• Copyright: 2000-11-01
• Publisher: Lawrence Erlbau

Summary

This book provides -- in one volume -- a diverse collection of studies reporting the effects of social influence processes in multiple cultures at both the universal and culture-specific levels. The book is characterized by three distinct features. First, the social influence process is considered as an ubiquitous and pervasive feature of human interaction. Second, the book represents a multicultural approach which includes both cross-cultural and culture-focused examinations. Third, the book emphasizes practical implications of the research presented. This volume incorporates theory and research stemming from three different approaches to social influence: social influence principles across cultures, social influence and social change across cultures; and culture and moral perspective in the social influence process. Because each of these three parts encompasses a considerable variety of research methodologies, social contexts, and cultures, each is proceeded by an integrative commentary authored by one of,the book editors. These essays provide syntheses of the topics and themes within the corresponding sections and within the book as a whole. They also offer critical commentaries on both theoretical and methodological issues and raise suggestions for future research and focus on practical applications.This book is intended for both scholars interested in cross- and multicultural research into the mechanisms of the social influence process and for the professional whose mission is to make planned changes in a society. Knowledge about the influence process, especially regarding how it works in different cultures and within several cultural groups, facilitates this goal. The practicalimplications ending each chapter serve as encouraging instructions for such applications.

Table of Contents

Preface	xi
Wilhelmina Wosinska
Robert B. Cialdini
Daniel W. Barrett
About the Editors	xvii
Part I. Principles of Social Influence Across Cultures
Overview and Commentary	1	(12)
Janusz Reykowski
Cultural Differences in Self and the Impact of Personal and Social Influences	13	(20)
Sheena S. Iyengar
Joel Brockner
The Differential Impact of Two Social Influence Principles on Individualists and Collectivists in Poland and the United States	33	(18)
Robert B. Cialdini
Wilhelmina Wosinska
Daniel W. Barrett
Jonathan Butner
Malgorzata Gornik-Durose
Self-Prophecy as a Behavior Modification Technique in the United States	51	(12)
Eric R. Spangenberg
Anthony G. Greenwald
Social Influence, Empathy, and Prosocial Behavior in Cross-Cultural Perspective	63	(16)
Paul A. Miller
Junko Kozu
Amy C. Davis
Social Influence Principles in Polish Advertising and Consumer Decision Making	79	(18)
Maria Pietras
Culture, Norms, and Obligations: Cross-National Differences in Patterns of Interpersonal Norms and Felt Obligations Toward Coworkers	97	(28)
Michael W. Morris
Joel M. Podolny
Sheira Ariel
Social Influence Factors in Euro-American and Mexican-American Women's Vulnerability to Misuse of Illicit Substances	125	(26)
Sara E. Gutierres
Christina M. Van Puymbroeck
Part II. Social Influence and Social Change Across Cultures
Overview and Commentary	143	(8)
Janusz Reykowski
Societal Transition: Toward a Dynamical Model of Social Change	151	(22)
Andrzej Nowak
Robin R. Vallacher
The Consequences of Being an Influential Minority in the Context of Social Controversies in the Emerging Polish Democracy	173	(16)
Bogdan Wojciszke
Acculturation and Conflict Regulation of Turkish Immigrants in Germany: A Social Influence Perspective	189	(18)
Edgar W. Klinger
Gunter Bierbrauer
Socioeconomic Influences on Depression and Morbidity in the Hungarian Population in the Context of Postcommunist Modernization	207	(16)
Maria Kopp
Arpad Skrabski
Sandor Szedmak
Mass-Mediated Influences on Patterns of Consumption in Polish Youth	223	(18)
Malgorzata Gornik-Durose
Part III. Culture and Moral Perspective in the Social Influence Process
Overview and Commentary	235	(6)
Janusz Reykowski
Stay Tuned: The Role of the Break in the Message on Attribution of Culpability	241	(18)
Dariusz Dolinski
Miroslaw Kofta
Propaganda and Deliberative Persuasion: The Implications of Americanized Mass Media for Established and Emerging Democracies	259	(28)
Anthony R. Pratkanis
Basic Research and Practical Problems: Volunteerism and the Psychology of Individual and Collective Action	287	(22)
Mark Snyder
Alan M. Omoto
Social Influence in Media: Culture and Antismoking Advertising	309	(16)
Rafal K. Ohme
Compliance Principles in Retail Sales in the United States	325	(18)
Michael J. Cody
John S. Seiter
Author Index	343	(12)
Subject Index	355