The book presents the various ways in which persuasion can be used to make people behave in certain ways without coercion, intimidation, or brute force. It explores the intricacies of social influence processes like self-presentation, impression management, ingratiation, persuasion, manipulative social behavior, and compliance in socio-cultural contexts. Social influence constitutes one of the key themes in the field of social psychology. Contributions in the book highlight social influence behavior and its importance in human social life. The book deepens the reader’s understanding of social psychology research on the science and applications of social influence. It invites readers to consider critical questions, such as the interactive effects of personality/disposition and situational factors on social influence. Given its scope, the book is of interest to those in academic fields like social psychology, political science, mass communication, and marketing.
Spis treści
Introduction: History and Science of Social Influence.- Socio-cultural Context Perspectives to Social Influence.- Psychological Perspectives to Social Influence.- Self-Presentation for Impression Management.- Ingratiation for Self-Enhancement.- Manipulative Social Behavior and Personality Disposition.- Persuasion and Compliance: Dimensions and Measurement.- Social Influence in Organizational Context.- Social Influence in Social Contexts.
O autorze
Janak Pandey, Ph.D., a reputed social and cross-cultural psychologist is known for his contributions to the field of applied social psychology particularly for his innovative studies on social influence. His socio-cultural approach is highly relevant in understanding and applications of social influence in variety of domains of social and organizational contexts. He is a recipient of Fulbright and Commonwealth Fellowships. He is an honorary fellow of the International Association for Cross-Cultural Psychology and fellow of the International Association of Applied Psychology, the National Academy of Psychology, and a National fellow of the Indian Council of Social Science Research.
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