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• 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)

• 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)

Designers of all stripes today are seeking social and civic projects that have a mission to serve the greater good at their core. Part of this growing trend stems from the desire to use skills for their highest potential. But the real payoff is the ability to use new design tools and approaches to help solve usability and communication issues in the social space at scale. In this O'Reilly report, Gretchen Anderson-VP of Product for a national non-profit in education-explains how designers can use their skills to help affect positive social change. You'll learn how designing for the social space often differs considerably from commercial work, and explore lessons from the field when working in civic engagement projects, non-profit advocacy, and healthcare. Understand the importance of being empathetic by learning what works, rather than creating things "for" people Focus on methods that help people make long-term behavioral changes Target your designs for everyone affected by a particular social segment, instead of those most easily reached Learn why the tolerance for risky solutions is low for social projects.

• Introduction, W. Wosinska et al.
• Part 1 Principles of Social Influence Across Cultures: Overview and Commentary, J. Reykowski-- Cultural Differences in Self and the Impact of Personal and Social Influence, S.S. Iyengar and J. Brockner-- The Differential Impact of Two Social Influence Principles on Individualists and Collectivists in Poland and the United States, R.B. Cialdini et al-- Self-Prophecy as a Behaviour Modification Technique in the US, E.R. Spangenberg and A.G. Greenwald-- Social Influence, Empathy and Prosocial Behaviour, in Cross-Cultural Perspective, P.A. Miller et al-- Social Influence Principles in Polish Advertising and Consumer Decision-Making, M. Pietras-- Culture, Norms and Obligations - Cross-National Differences in Patterns of Interpersonal Norms and Felt Obligations Toward Coworkers, M.W. Morris et al-- Social Influence Factors in Euroamerican and Mexican American Women's Vulnerability to Misuse of Illicit Substances, S.E. Gutierres and C.M. Van Pyumbroeck.
• Part 2 Social Influence and Social Change Across Cultures: Overview and Commentary, J. Reykowski-- Societal Transition - Toward a Dynamical Model of Social Change, A. Nowak and R.R. Vallacher-- The Consequences of Being an Influential Minority in the Context of Social Controversies in the Emerging Polish Democracy, B. Wojciszke-- Acculturation and Conflict Regulation of Turkish Immigrants in Germany - a Social Influence Perspective, E.W. Klinger and G. Bierbrauer-- Socioeconomic Influences of Depression and Morbidity in the Hungarian Population in the Context of Post-Communist Modernization, M. Kopp et al-- Mass-Mediated Influences on Patterns of Consumption in Polish Youth, M. Gornik-Durose.
• Part 3 Culture and Moral Perspective in the Social Influence Process: Overview, J. Reykowski-- Stay Tuned - the Role of Break in the Message on Attribution of Culpability, D. Dolinski and M. Kofta-- Propaganda and Deliberative Persuasion - the Implcaitions fo Americanized Mass Media for Emerging and Established Democracies, A.R. Pratkanis-- Basic Research and Practical Problems - Volunteerism and the Psychology of Individual and Collective Action, M. Snyder and A.M. Omoto-- Social Influence in Media - Anti-Smoking Advertising, R.K. Ohme-- Compliance Principles in Retail Sales in the United States, M.J. Cody and J.S. Seiter.
• (source: Nielsen Book Data)

This work 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 a 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. 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 practical implications ending each chapter serve as encouraging instructions for such applications.
(source: Nielsen Book Data)

• 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)

• Accessible Attitudes as Tools for Object Appraisal - Their Costs and Benefits, R.H. Fazio-- The Social Identity Function in Person Perception - Communication Meanings of Product Preferences, S. Shavitt and M.R. Nelson-- Attitudes as Knowledge Structures and Persuasion as a Specific Case of Subjective Knowledge Acquisition, E.P. Thompson et al-- Cognitive Processes and the Functional Matching Effect in Persuasion - Studies of Personality and Political Behaviour, H. Lavine and M. Snyder-- Attitude Functions and Persuasion - an Elaboration Likelihood Approach to Matched Versus Mismatched Messages, R.E. Petty et al-- Involvement and Persuasion - Attitude Functions for the Motivated Processor, K.D. Levin et al-- Attitude Functions and Consumer Psychology - Understanding Perceptions of Product Quality, K.G. DeBono-- Opinions and Personality - On the Psychological Functions of Attitudes and Other Valued Possessions, D.A. Prentice and K.M. Carlsmith-- What is a "Value-Expressive" Attitude?, G.R. Maio and J.M. Olson-- A Motivational Approach to Experimental Tests of Attitude Functions Theory, K.L. Marsh and D.L. Julka-- Attitudes Towards Persons with HIV/AIDS - Linking a Functional Approach with Underlying Process, G.D. Reeder and J.B. Pryor-- The Social Construction of Attitudes - Functional Consensus and Divergence in the US Public's Reaction to AIDS, G.M. Herek-- The Functional Approach to Volunteerism, M. Snyder et al-- Attitude Function and the Automobile, R. Ennis and M.P. Zanna-- Emerging Themes and Potential Approaches to Attitude Function - the Function-Structure Model of Attitudes, G.R. Maio and J.M. Olson.
• (source: Nielsen Book Data)

This text features recent research on attitude function, contributed by the leaders in the field. Topics include attitude functions, persuasion, individual-differences approaches, and the role of motivation. Examining the psychological motivations underlying people's attitudes as well as why people form attitudes, this volume presents empirical research describing theoretical perspectives and practical applications. Using an integrative approach, the book explores the topic of attitude function within a variety of psychological disciplines including social, personality, consumer and environmental. Dr Gregory Maio and Dr James Olson assemble the different areas of research and provide synthesis in the concluding chapter. The book features new models of attitude function that have the potential to guide the next generation of research on this topic.
(source: Nielsen Book Data)

Social Influences looks at how we perceive ourselves and others and how this can influence our behaviour. It includes stereotyping and prejudice, obedience and conformity, collective behaviour and leadership.
(source: Nielsen Book Data)

• The National Society for the Study of Education Board of Directors of the Society, 1997-98-- Contributors to the Yearbook Acknowledgments Editor's Preface Ch. I: Stress and Resilience in Adolescence: An Evolutionary Perspective Mibaly Csikszentmibalyi, Jennifer Schmidt. Ch. II: Identity Formation in Adolescence Dena Phillips Swanson, Margaret Beale Spencer, Anne Petersen. Ch. III: Growing up Female Ellen B. Kimmel, Tricia Rudolph. Ch. IV: Adolescent Sons and Daughters of Immigrants: How Schools can Respond Margarita Calderon Ch. V: How Secondary Schools Contribute to Academic Success Fred M. Newmann Ch. VI: Learning Contexts Beyond the Classroom: Extracurricular Activities, Community Organizations, and Peer Groups B. Bradford Brown, Wendy Theobald. Ch. VII: Social Institutions Serving Adolescents Chandra Muller, Michelle Frisco. Ch. VIII: Working: Perceptions and Experiences of American Teenagers Charles Bidwell, Barbara Schneider, Kathryn Borman. Ch. IX: Adolescent Part-Time Work and Educational Achievement Jeylan T. Mortimer, Monica Kirkpatrick Johnson. Ch. X: Making the Transition from High School: Recent Trends and Policies David Lee Stevenson, Julie Kochanek, Barbara Schneider. Name Index Subject Index Information About Membership in the Society Publications of the Society.
• (source: Nielsen Book Data)

Considers adolescence in broad terms, as " a dynamic of social construction". This volume examines the changes in various social contexts in which teenagers live - family, school, community institutions, peer groups and workplace - and shows how these factors can significantly alter the progress of social and cognitive developmental tasks.
(source: Nielsen Book Data)

"The founder of a network of influencers from the worlds of business, science, art, sports, and nonprofits, Jon Levy, explains the social science behind connecting with people and creating lasting communities"-- Provided by publisher

• LEA's organization & management series.

• Contents: A.P. Brief, J.P. Walsh, Series Editors' Foreword. J.M. Darley, D.M. Messick, T.R. Tyler, Introduction: Social Influence and Ethics in Organizations. Part I:Social Influence in Hierarchies. H.C. Kelman, Ethical Limits on the Use of Influence in Hierarchical Relationships. R.S. Peterson, Toward a More Deontological Approach to the Ethical Use of Social Influence. J.M. Darley, The Dynamics of Authority Influence in Organizations and the Unintended Action Consequences. M.E. Roloff, G.D. Paulson, Confronting Organizational Transgressions. T.R. Tyler, Procedural Strategies for Gaining Deference: Increasing Social Harmony or Creating False Consciousness? V.L. Hamilton, Exit Ethics: The Management of Downsizing Among the Russian Officer Corps. Part II:Awareness of and Resistance to Social Influence. M.P. Miceli, J.R. Van Scotter, J.P. Near, M.T. Rehg, Responses to Perceived Organizational Wrongdoing: Do Perceiver Characteristics Matter? R.B. Cialdini, B.J. Sagarin, W.E. Rice, Training in Ethical Influence. A. Studler, D.E. Warren, Authority, Heuristics, and the Structure of Excuses. Part III:Social Influence in Groups, Networks, and Markets. R.M. Kramer, J. Wei, J. Bendor, Golden Rules and Leaden Worlds: Exploring the Limitations of Tit-for-Tat as a Social Decision Rule. A.E. Tenbrunsel, D.M. Messick, Power Asymmetries and the Ethical Atmosphere in Negotiations. T.W. Dunfee, Marketlike Morality Within Organizations.
• (source: Nielsen Book Data)

For too long, organizational scientists have not adequately attended to the problems of unethical behavior in organizations. This collection of essays provides the stimulus needed to help move the study of unethical behavior to center stage in the organizational sciences. It does so by posing provocative questions that not only entail a concern for understanding unethical behavior but that also strike at the very core of how and why organizations function as they do. The book addresses: * the asymmetries in power and influence created by hierarchies that give rise to ethical problems; * the tactics that might reduce the effectiveness of improper influence attempts; and * how the inappropriate use of influence diffuses, for example, through a market.
(source: Nielsen Book Data)

Pollster Mark Penn argues that the biggest trends in America are microtrends, the smaller trends that go unnoticed or ignored. One million people can create new market for a business, spark a social movement, or effect political change. In 1996, a microtrend identified by Penn ("soccer moms") helped re-elect Clinton. Now, Penn identifies the new microtrends sweeping the world, from Extreme Commuters and Working Retired to Old New Dads, from Bourgeois And Bankrupt to Uptown Tattooed. Highlighting everything from religion to politics, from leisure pursuits to relationships, this book will take the reader deep into the worlds of polling, targeting, and psychographic analysis.--From publisher description.

• Love, sex, and relationships
• Work life
• Race and religion
• Health and wellness
• Family life
• Politics
• Teens
• Food, drink, and diet
• Lifestyle
• Money and class
• Looks and fashion
• Technology
• Leisure and entertainment
• Education
• International
• Conclusion.

Pollster Mark Penn argues that the biggest trends in America are microtrends, the smaller trends that go unnoticed or ignored. One million people can create new market for a business, spark a social movement, or effect political change. In 1996, a microtrend identified by Penn ("soccer moms") helped re-elect Clinton. Now, Penn identifies the new microtrends sweeping the world, from Extreme Commuters and Working Retired to Old New Dads, from Bourgeois And Bankrupt to Uptown Tattooed. Highlighting everything from religion to politics, from leisure pursuits to relationships, this book will take the reader deep into the worlds of polling, targeting, and psychographic analysis.--From publisher description.

• The regulation of social media influencers : an introduction / Catalina Goanta and Sofia Ranchordás
• Free speech and the right of publicity on social media / Ernesto Apa and Oreste Pollicino
• Life after the European Audiovisual Services Directive : social media influencers through the looking-glass / Madeleine de Cock Buning
• An ethical view on influencer marketing : dynamic interaction between individual and economy or a simple data-driven advertising model? / Isabel Ebert and Dana Sindermann
• Child labour and online protection in a world of influencers / Valerie Verdoodt, Simone van der Hof and Mark Leiser
• Unravelling the power of social media influencers : a qualitative study on teenage influencers as commercial content creators on social media / Marijke De Veirman, Steffi De Jans, Elisabeth Van den Abeele and Liselot Hudders
• #dreamjob : navigating pathways to success as an aspiring Instagram influencer / Gemma Newlands and Christian Fieseler
• Influencer marketing as labour : between the public and private divide / David Mangon
• Controlling influencer content through contracts : a qualitative empirical study on the Swiss influencer market / Catalina Goanta and Isabelle Wildhaber
• One hashtag to rule them all? : mandated disclosures and design duties in influencer marketing practices / Rossana Ducato
• Assessing the methodological quality of empirical research on social media influencers / Monika Leszczyńska and Gijs van Dijck
• Making influencers honest : the role of social media platforms in regulating disclosures / Felix Pflücke

In today's society, the power of someone's reputation, or influence, has been turned into a job: that of being a social media influencer. This role comes with promises, such as aspirational work, but is rife with challenges, given the controversy that often surrounds influencers. This is the first book on the regulation of social media influencers, that brings together legal, economic and ethical angles to further unveil the implications of influencer marketing. Thus far, influencers have been under scrutiny for not disclosing paid advertising, yet their activity has many more questionable implications. This edited volume combines insights from law, economics, ethics and communication science to reveal these implications and propose new ways in which public bodies, social media companies and citizens ought to relate to influencer marketing. Academics and students of law, economics, ethics and communication science will find policy making insights in this collection. In addition, The Regulation of Social Media Influencers will be essential reading for regulators.
(source: Nielsen Book Data)

• Introduction and Overview: Linking Self and Society in Belief and Action-- Alternative Definitions of Equality-- Alternative Threats to Personal Identity: Discovery and Anonymity-- The Management of Impulse and Two Normalizing Modes of Action-- Modal Variations and Immanent Definitions of Deviance-- Mixed Modes of the Sixties: Making and Remaking the American Scene-- The Shaping of Change and the Process of Modal Symbiosis-- Norway in the Eighties: The Oil Era and its Aftermath-- Cross-Cultural Implications-- Summing Up and Looking Ahead.
• (source: Nielsen Book Data)

This text explores the construction and maintenance of alternative worlds of common sense. It monitors events in Norway and the US over several decades, treating these countries as prototypes of societies that are classifiable as modern Western democracies, but which exhibit marked contrasts.
(source: Nielsen Book Data)

Museums, Society, Inequality explores the wide-ranging social roles and responsibilities of the museum. It brings together international perspectives to stimulate critical debate, inform the work of practitioners and policy makers, and to advance recognition of the purpose, responsibilities and value to society of museums. Museums, Society, Inequality examines the issues and: offers different understandings of the social agency of the museum presents ways in which museums have sought to engage with social concerns, and instigate social change imagines how museums might become more useful to society in future. This book is essential for all museum academics, practitioners and students.
(source: Nielsen Book Data)

• African political actors in "ungoverned spaces" : towards a theory of heterarchy / Georg Klute
• The FOI Bill : actors, interests and policy process in Nigeria / Jennifer Obado-Joel
• The diaspora as actors in contemporary Nigerian politics : prospects and challenges / Nengak Daniel Gondyi
• The political roles of First Ladies : applying Watson's theory to the Nigerian context / Linn Josefson Asplund
• Progressive change : how civil society organizations in Africa can foster good governance / Julius Lambi
• Baraka as a basis of the authority of Muslim leaders in Senegal / Olga Veselovskaya
• Socio-cultural factors and political leadership : a case study of Ghana / Stephen Atalebe and Veronika Kuthanová
• War and peace in Africa : local conflict and the weak state / Peter Skalník.