The Psychology of Social Influence: Modes and Modalities of Shifting Common Sense
Cambridge University Press, 1/7/2021
EAN 9781108402897, ISBN10: 1108402895
Paperback, 330 pages, 22.9 x 15.2 x 1.9 cm
Language: English
Originally published in English
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.
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.