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• 1. Introduction of Social Influence Analysis.-
• 2. Diffusion of Information.-
• 3. Information Source Detection in Social Networks.-
• 4. Rumor Blocking in Social Networks.-
• 5. Multiple Social Influence: Models and Applications.
• (source: Nielsen Book Data)

This self-contained book describes social influence from a computational point of view, with a focus on recent and practical applications, models, algorithms and open topics for future research. Researchers, scholars, postgraduates and developers interested in research on social networking and the social influence related issues will find this book useful and motivating. The latest research on social computing is presented along with and illustrations on how to understand and manipulate social influence for knowledge discovery by applying various data mining techniques in real world scenarios. Experimental reports, survey papers, models and algorithms with specific optimization problems are depicted. The main topics covered in this book are: chrematistics of social networks, modeling of social influence propagation, popular research problems in social influence analysis such as influence maximization, rumor blocking, rumor source detection, and multiple social influence competing. .
(source: Nielsen Book Data)

• 1. Introduction
• 2. Sequential techniques of social influence 2.1 Foot-in-the-door 2.2 Four walls and Repeating "yes" 2.3 Door-in-the-face 2.4 Foot-in-the-face 2.5 Dump-and-chase 2.6 Law ball 2.7 Summary
• 3. Techniques involving egotistic and self-presentation mechanisms 3.1 Using the name of one's interlocutor 3.2 Incidental similarity 3.3 Induction of hypocrisy 3.4 A witness to an interaction 3.5 Summary
• 4. The role of wording the request 4.1 "Please" is it always the magic word? 4.2 Even a penny will help 4.3 But you are free! 4.4 Labelling and asking questions 4.5 How are you feeling? 4.6 Dialogue involvement 4.7 The power of imagination 4.8 Summary
• 5. Interaction dynamics and the surprise factor 5.1 That's not all 5.2 Disruption-then-reframe 5.3 The pique technique - requesting in an unusual manner 5.4 Gaze 5.5 Touch 5.6 Summary
• 6. Techniques of social influence using mood and emotion 6.1 Physiological arousal 6.2 The role of positive and negative mood 6.3 Fear and anxiety 6.4 The feeling of guilt and shame 6.5 Embarrassment 6.6 Emotional see-saw 6.7 Summary
• 7. A few more issues and final remarks 7.1 Academic researchers vs practitioners of social influence 7.2 Catalysts of social influence 7.3 Unethical social influence 7.4 How to study social influence techniques. A short guide for students and beginning researchers.
• (source: Nielsen Book Data)

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.
(source: Nielsen Book Data)

• Part I. Introduction: 1. Group dynamics: structural social psychology
• 2. Formalization: attitude change in influence networks
• 3. Operationalization: constructs and measures
• 4. Assessing the model
• Part II. Influence Network Perspective on Small Groups: 5. Consensus formation and efficiency
• 6. The smallest group
• 7. Social comparison theory
• 8. Minority and majority factions
• 9. Choice shift and group polarization
• Part III. Linkages with Other Formal Theories: 10. Models of group decision making
• 11. Expectation states and affect control
• 12. Individuals in groups
• Epilogue
• Appendices.
• (source: Nielsen Book Data)

Social influence network theory presents a mathematical formalization of the social process of attitude changes that unfolds in a social network of interpersonal influences. This book brings the theory to bear on lines of research in the domain of small group dynamics concerned with changes of group members' positions on an issue, including the formation of consensus and of settled disagreement, via endogenous interpersonal influences, in which group members are responding to the displayed positions of the members of the group. Social influence network theory advances a dynamic social cognition mechanism, in which individuals are weighing and combining their own and others' positions on an issue in the revision of their own positions. The influence network construct of the theory is the social structure of the endogenous interpersonal influences that are involved in this mechanism. With this theory, the authors seek to lay the foundation for a better formal integration of classical and current lines of work on small groups in psychological and sociological social psychology.
(source: Nielsen Book Data)

• Part I. Introduction: 1. Group dynamics: structural social psychology
• 2. Formalization: attitude change in influence networks
• 3. Operationalization: constructs and measures
• 4. Assessing the model
• Part II. Influence Network Perspective on Small Groups: 5. Consensus formation and efficiency
• 6. The smallest group
• 7. Social comparison theory
• 8. Minority and majority factions
• 9. Choice shift and group polarization
• Part III. Linkages with Other Formal Theories: 10. Models of group decision making
• 11. Expectation states and affect control
• 12. Individuals in groups
• Epilogue
• Appendices.
• (source: Nielsen Book Data)

Social influence network theory presents a mathematical formalization of the social process of attitude changes that unfolds in a social network of interpersonal influences. This book brings the theory to bear on lines of research in the domain of small group dynamics concerned with changes of group members' positions on an issue, including the formation of consensus and of settled disagreement, via endogenous interpersonal influences, in which group members are responding to the displayed positions of the members of the group. Social influence network theory advances a dynamic social cognition mechanism, in which individuals are weighing and combining their own and others' positions on an issue in the revision of their own positions. The influence network construct of the theory is the social structure of the endogenous interpersonal influences that are involved in this mechanism. With this theory, the authors seek to lay the foundation for a better formal integration of classical and current lines of work on small groups in psychological and sociological social psychology.
(source: Nielsen Book Data)

• Tedeschi, J. T. and Bonoma, T. V. Power and influence: an introduction.--McLeod, J. M. and Chaffee, S. H. The construction of social reality.--Minton, H. L. Power and personality.--Streufert, S. and Fromkin, H. L. Cognitive complexity and social influence.--Walster, E. and Abrahams, D. Interpersonal attraction and social influence.--Michener, H. A. and Suchner, R. W. The tactical use of social power.--Tedeschi, J. T., Schlenker, B. R., and Lindskold, S. The exercise of power and influence: the source of influence.--Tedeschi, J. T., Bonoma, T. V., and Schlenker, B. R. Influence, decision, and compliance.

• J.M. Burger, Participants are People Too: Introduction to the Special Issue on Individual Differences and Social Influence. R.E. Guadagno, R.B. Cialdini, Preference for Consistency and Social Influence: A Review of Current Research Findings. K. Heitland, G. Bohner, Reducing Prejudice via Cognitive Dissonance: Individual Differences in Preference for Consistency Moderate the Effects of Counterattitudinal Advocacy. J. Friedrich, A. McGuire, Individual Differences in Reasoning Style as a Moderator of the Identifiable Victim Effect. D.J. Packer, The Interactive Influence of Conscientiousness and Openness to Experience on Dissent. K.L. Sommer, M.J. Bourgeois, Linking the Perceived Ability to Influence Others to Subjective Well-Being: A Need-Based Approach.
• (source: Nielsen Book Data)

Despite widespread acknowledgment that both personal and situational factors influence behavior, researchers in the area of social influence have been slow to examine individual differences in their work. Indeed, social influence investigators often point to their findings to illustrate the power of situational variables relative to personal causes of behavior. However, as the articles in this volume demonstrate, social influence researchers can obtain a greater understanding of the phenomena they study by incorporating individual difference variables into their research.
(source: Nielsen Book Data)

• 1. Modalities of social influence: preconditions (public sphere) and demarcations (non-violence)
• Part I. Eternal Resources of Populism: 2. Crowding: contagion and imitation
• 3. Leading: directors, dictators and dudes
• Part II. Experimental paradigms: 4. Norming and frames of reference
• 5. Conforming and converting
• 6. Obeying: authority and compliance
• 7. Persuading and convincing
• Part III. Necessary Extensions: 8. Agenda setting, framing and mass mediation
• 9. Designing and resisting artefacts
• Part IV. Theoretical Integration: 10. Common sense: normalisation, assimilation and accommodation
• 11. Epilogue: theoretical excursions and challenges
• References
• Index.
• (source: Nielsen Book Data)

This volume brings together the full range of modalities of social influence - from crowding, leadership, and norm formation to resistance and mass mediation - to set out a challenge-and-response 'cyclone' model. The authors use real-world examples to ground this model and review each modality of social influence in depth. A 'periodic table of social influence' is constructed that characterises and compares exercises of influence in practical terms. The wider implications of social influence are considered, such as how each exercise of a single modality stimulates responses from other modalities and how any everyday process is likely to arise from a mix of influences. The book demonstrates that different modalities of social influence are tactics that defend, question, and develop 'common sense' over time and offers advice to those studying in political and social movements, social change, and management.
(source: Nielsen Book Data)

• Modalities of Social Influence: Preconditions (Public Sphere) and Demarcations (Non-violence)
• Part I Recurrent Sources of Populism
• Crowding: Contagion and Imitation
• Leading: Directors, Dictators and Dudes
• Part II Experimental Paradigms
• Norming and Framing
• Conforming and Converting
• Obeying: Authority and Compliance
• Persuading and Convincing
• Part III Necessary Extensions
• Agenda Setting, Framing, and Mass Mediation
• Designing and Resisting Artefacts
• Part IV Theoretical Integration
• Common Sense: Normalisation, Assimilation and Accommodation
• Epilogue: Theoretical Issues and Challenges

This volume brings together the full range of modalities of social influence - from crowding, leadership, and norm formation to resistance and mass mediation - to set out a challenge-and-response 'cyclone' model. The authors use real-world examples to ground this model and review each modality of social influence in depth. A 'periodic table of social influence' is constructed that characterises and compares exercises of influence in practical terms. The wider implications of social influence are considered, such as how each exercise of a single modality stimulates responses from other modalities and how any everyday process is likely to arise from a mix of influences. The book demonstrates that different modalities of social influence are tactics that defend, question, and develop 'common sense' over time and offers advice to those studying in political and social movements, social change, and management.
(source: Nielsen Book Data)

• Social influence
• Introduction to social influence : why it matters
• Social influence history and theories
• Values, attitudes, opinions, goals, and motivation
• Communication and social media
• Consumption
• What we buy and who we listen to : the science of consumption
• Decision making and problem solving
• Households : productivity and consumption
• Sustainability
• Social influence and sustainable behavior
• Sustainably managing resources of the built environment
• Influencing behavior : four strategies.

This forward-looking volume examines the role of social influence--including social media--in creating and fostering sustainable consumer behavior. Using the concepts behind social influence theory as a launching point, it describes humans' need for social networks and identifies the core components of buying, such as consumer goals and the gathering of opinions. From here, chapters examine ways social influence can encourage and support sustainable consumption, from buying green products to recycling packaging materials to supporting environmentally responsible brands. Real-world examples, critical thinking questions, a breakdown of strategies for influencing behavior, and pertinent references give the book extra dimensions of value. Among the featured topics: Social influence: why it matters. Values, attitudes, opinions, goals, and motivation. What we buy and who we listen to: the science and art of consumption. Decision making and problem solving. Households: productivity and consumption. Sustainably managing resources in the built environment. Between its nuanced understanding of social connections and its up-to-date lens on technology, Social Influence and Sustainable Consumption is must reading for researchers in the fields of consumer psychology, consumer behavior, and consumer sustainability.

• Introduction - Full Cycle Social Influence
• Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver
• Chapter 1 - Six Degrees of Bob Cialdini and Five Principles of Scientific Influence
• Mark Schaller, Douglas T. Kenrick, Steven L. Neuberg
• Chapter 2 - Underestimating One's Influence in Help-Seeking
• Francis J. Flynn and Vanessa K. Bohns
• Chapter 3 - The Path of Least Resistance
• Brad J. Sagarin and Kevin D. Mitnick
• Chapter 4 - Fluency and social influence: Lessons from judgment and decision making
• Petia Petrova, Norbert Schwarz, and Hyunjin Song
• Chapter 5 - A Multi-Process Approach to Social Influence
• Richard E. Petty and Pablo Brinol
• Chapter 6 - Basking in Reflected Glory and Compliance with Requests from People Like Us
• Jerry M. Burger
• Chapter 7 - Social Norms: A How-to (and How-not-to) Guide
• Noah J. Goldstein and Chad R. Mortensen
• Chapter 8 - Evolution, Social Influence, and Sex Ratio
• Vladas Griskevicius, Jeffry A. Simpson, Kristina M. Durante, John S. Kim, and Stephanie M. Cantu
• Chapter 9 - Designed for Social Influence
• John T. Cacioppo and Louise C. Hawkley
• Chapter 10 - Social Influence on Reproductive Behavior in Humans and Other Species
• Abraham P. Buunk, Shelli L. Dubbs, and Jan A.R.A.M. van Hooff
• Chapter 11 - Egoism or Altruism? Hard-Nosed Experiments and Deep Philosophical Questions
• Stephanie L. Brown and Jon K. Maner
• Chapter 12 - Basic, Applied, and Full Cycle Social Psychology: Enhancing Causal Generalization and Impact
• Stephen G. West and William G. Graziano
• Chapter 13 - Behavioral Change Cialdini-Style
• Rick van Baaren and Ap Dijksterhuis
• Chapter 14 - Collective Full Cycle Social Psychology: Models, Principles, Experience
• Darwyn E. Linder, John W. Reich, and Sanford L. Braver.
• (source: Nielsen Book Data)

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.
(source: Nielsen Book Data)

• Introduction - Full Cycle Social Influence
• Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver
• Chapter 1 - Six Degrees of Bob Cialdini and Five Principles of Scientific Influence
• Mark Schaller, Douglas T. Kenrick, Steven L. Neuberg
• Chapter 2 - Underestimating One's Influence in Help-Seeking
• Francis J. Flynn and Vanessa K. Bohns
• Chapter 3 - The Path of Least Resistance
• Brad J. Sagarin and Kevin D. Mitnick
• Chapter 4 - Fluency and social influence: Lessons from judgment and decision making
• Petia Petrova, Norbert Schwarz, and Hyunjin Song
• Chapter 5 - A Multi-Process Approach to Social Influence
• Richard E. Petty and Pablo Brinol
• Chapter 6 - Basking in Reflected Glory and Compliance with Requests from People Like Us
• Jerry M. Burger
• Chapter 7 - Social Norms: A How-to (and How-not-to) Guide
• Noah J. Goldstein and Chad R. Mortensen
• Chapter 8 - Evolution, Social Influence, and Sex Ratio
• Vladas Griskevicius, Jeffry A. Simpson, Kristina M. Durante, John S. Kim, and Stephanie M. Cantu
• Chapter 9 - Designed for Social Influence
• John T. Cacioppo and Louise C. Hawkley
• Chapter 10 - Social Influence on Reproductive Behavior in Humans and Other Species
• Abraham P. Buunk, Shelli L. Dubbs, and Jan A.R.A.M. van Hooff
• Chapter 11 - Egoism or Altruism? Hard-Nosed Experiments and Deep Philosophical Questions
• Stephanie L. Brown and Jon K. Maner
• Chapter 12 - Basic, Applied, and Full Cycle Social Psychology: Enhancing Causal Generalization and Impact
• Stephen G. West and William G. Graziano
• Chapter 13 - Behavioral Change Cialdini-Style
• Rick van Baaren and Ap Dijksterhuis
• Chapter 14 - Collective Full Cycle Social Psychology: Models, Principles, Experience
• Darwyn E. Linder, John W. Reich, and Sanford L. Braver.
• (source: Nielsen Book Data)

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.
(source: Nielsen Book Data)