the science of social influence advances and future progress frontiers of social psychology

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The Science Of Social Influence

Author : Anthony R. Pratkanis
ISBN : 9781136737046
Genre : Psychology
File Size : 26. 23 MB
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The contributions to this volume capture the thrill of current work on social influence, as well as providing a tutorial on the scientific and technical aspects of this research. The volume teaches the student to: Learn how to conduct lab, field and case research on social influence through example by leading researchers Find out about the latest discoveries including the status of research on social influence tactics, dissonance theory, conformity, and resistance to influence Discover how seemingly complex issues such as power, rumors, group and minority influence and norms can be investigated using the scientific method Apply knowledge to current influence campaigns to find out what works and what does not. The Science of Social Influence is the perfect core or complementary text for advanced undergraduate or graduate students in courses such as Attitudes and Attitude Change, Communications, Research Methods and, of course, Social Influence.

Techniques Of Social Influence

Author : Dariusz Dolinski
ISBN : 9781317599630
Genre : Psychology
File Size : 89. 9 MB
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Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the chances of their requests being fulfilled. It both describes each of the techniques in question and explores the research behind them, considering questions such as: How do we know that they work? Under what conditions are they more or less likely to be effective? How might individuals successfully resist attempts by others to influence them? The book groups social influence techniques according to a common characteristic: for instance, early chapters describe "sequential" techniques, and techniques involving egotistic mechanisms, such as using the name of one’s interlocutor. Later chapters present techniques based on gestures and facial movements, and others based on the use of specific words, re-examining on the way whether "please" really is a magic word. In every case, author Dariusz Dolinski discusses the existing experimental studies exploring their effectiveness, and how that effectiveness is enhanced or reduced under certain conditions. The book draws on historical material as well as the most up-to-date research, and unpicks the methodological and theoretical controversies involved. The ideal introduction for psychology graduates and undergraduates studying social influence and persuasion, Techniques of Social Influence will also appeal to scholars and students in neighbouring disciplines, as well as interested marketing professionals and practitioners in related fields.

Persuasion

Author : Robert H Gass
ISBN : 9781351806244
Genre : Language Arts & Disciplines
File Size : 80. 72 MB
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Now in its sixth edition, Persuasion: Social Influence and Compliance Gaining continues to boast an accessible voice and vibrant aesthetic that appeals to undergraduate students of communication, psychology, advertising, and marketing. In addition to presenting established theories and models, this text encourages students to develop and apply general conclusions about persuasion in real-world settings. Along the way, students are introduced to the practice of social influence in an array of contexts (e.g., advertising, marketing, politics, interpersonal relationships, social media, groups) and across a variety of topics (e.g., credibility, personality, deception, motivational appeals, visual persuasion). The new edition features an expanded treatment of digital and social media, up-to-date research on theory and practice, and enhanced discussions of topics such as political campaigning, emotional marketing, olfactory influence, and ethics. Instructors can also use the book’s downloadable test bank, instructor’s manual, and PowerPoint slides in preparing course material.

Six Degrees Of Social Influence

Author : Douglas T. Kenrick
ISBN : 9780199743056
Genre : Psychology
File Size : 23. 29 MB
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Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence.

American Book Publishing Record

Author :
ISBN : UOM:39015066180459
Genre : American literature
File Size : 66. 59 MB
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New Frontiers In Social Neuroscience

Author : Jean Decety
ISBN : 9783319029047
Genre : Medical
File Size : 69. 46 MB
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Traditionally, neuroscience has considered the nervous system as an isolated entity and largely ignored influences of the social environments in which humans and many animal species live. However, there is mounting evidence that the social environment affects behavior across species, from microbes to humans. This volume brings together scholars who work with animal and human models of social behavior to discuss the challenges and opportunities in this interdisciplinary academic field.

Social Psychology Of Consumer Behavior

Author : Michaela Wanke
ISBN : 9781136642845
Genre : Psychology
File Size : 73. 60 MB
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The Social Psychology of Consumer Behavior brings together the most promising and theoretically fruitful research developments by internationally renowned scholars, whose work is at the cutting edge of research. Experts from both fields – social psychology and consumer behavior – provide an informed, up-to-date overview, from an original integrative perspective. The aim of this volume is two-fold. On the one hand, the application of social psychology to consumer behavior is meant to broaden the horizon of social psychologists. On the other hand, students and researchers of consumer behavior will be offered an advanced account of relevant theories tailored to their interests. While the range of topics is rather broad – including the construal of judgments and decisions, affective and cognitive feelings, social and media influences, and goals and self-regulation – each chapter is focused on one specific theoretical or methodological perspective and thereby gives a comprehensive and penetrative account of the relevant issues and the respective research. The volume provides an invaluable resource to students, researchers, and instructors in social psychology, consumer psychology, consumer behavior, and marketing.

Decision Neuroscience

Author : Jean-Claude Dreher
ISBN : 9780128053317
Genre : Medical
File Size : 36. 13 MB
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Decision Neuroscience addresses fundamental questions about how the brain makes perceptual, value-based, and more complex decisions in non-social and social contexts. This book presents compelling neuroimaging, electrophysiological, lesional, and neurocomputational models in combination with hormonal and genetic approaches, which have led to a clearer understanding of the neural mechanisms behind how the brain makes decisions. The five parts of the book address distinct but inter-related topics and are designed to serve both as classroom introductions to major subareas in decision neuroscience and as advanced syntheses of all that has been accomplished in the last decade. Part I is devoted to anatomical, neurophysiological, pharmacological, and optogenetics animal studies on reinforcement-guided decision making, such as the representation of instructions, expectations, and outcomes; the updating of action values; and the evaluation process guiding choices between prospective rewards. Part II covers the topic of the neural representations of motivation, perceptual decision making, and value-based decision making in humans, combining neurcomputational models and brain imaging studies. Part III focuses on the rapidly developing field of social decision neuroscience, integrating recent mechanistic understanding of social decisions in both non-human primates and humans. Part IV covers clinical aspects involving disorders of decision making that link together basic research areas including systems, cognitive, and clinical neuroscience; this part examines dysfunctions of decision making in neurological and psychiatric disorders, such as Parkinson’s disease, schizophrenia, behavioral addictions, and focal brain lesions. Part V focuses on the roles of various hormones (cortisol, oxytocin, ghrelin/leptine) and genes that underlie inter-individual differences observed with stress, food choices, and social decision-making processes. The volume is essential reading for anyone interested in decision making neuroscience. With contributions that are forward-looking assessments of the current and future issues faced by researchers, Decision Neuroscience is essential reading for anyone interested in decision-making neuroscience. Provides comprehensive coverage of approaches to studying individual and social decision neuroscience, including primate neurophysiology, brain imaging in healthy humans and in various disorders, and genetic and hormonal influences on decision making Covers multiple levels of analysis, from molecular mechanisms to neural-systems dynamics and computational models of how we make choices Discusses clinical implications of process dysfunctions, including schizophrenia, Parkinson’s disease, eating disorders, drug addiction, and pathological gambling Features chapters from top international researchers in the field and full-color presentation throughout with numerous illustrations to highlight key concepts

Politics Of Social Psychology

Author : Jarret T. Crawford
ISBN : 9781351622554
Genre : Psychology
File Size : 65. 95 MB
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Social scientists have long known that political beliefs bias the way they think about, understand, and interpret the world around them. In this volume, scholars from social psychology and related fields explore the ways in which social scientists themselves have allowed their own political biases to influence their research. These biases may influence the development of research hypotheses, the design of studies and methods and materials chosen to test hypotheses, decisions to publish or not publish results based on their consistency with one’s prior political beliefs, and how results are described and dissemination to the popular press. The fact that these processes occur within academic disciplines, such as social psychology, that strongly skew to the political left compounds the problem. Contributors to this volume not only identify and document the ways that social psychologists’ political beliefs can and have influenced research, but also offer solutions towards a more depoliticized social psychology that can become a model for discourse across the social sciences.

Age Of Propaganda

Author : Anthony R. Pratkanis
ISBN : 0805074031
Genre : Political Science
File Size : 36. 19 MB
Format : PDF
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Examines the patterns, motives, and effects of mass persuasion, discussing the history of propaganda, how the message of propaganda is delivered, and counteracting the tactics of mass persuasion.

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