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The Psychology of Social Influence

The Psychology of Social Influence
Modes and Modalities of Shifting Common Sense

$34.99 (P)

Gordon Sammut, Martin W. Bauer
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  • Publication planned for: November 2020
  • availability: Not yet published - available from November 2020
  • format: Paperback
  • isbn: 9781108402897

$ 34.99 (P)

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About the Authors
  • 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.

    • Provides a comprehensive treatment of social influences modalities
    • Combines theories of social influence, showing how the manifestation of social influence occurs in a dynamic interplay of different modes of interaction
    • Grounds various modalities of influence using practical, real-life examples
    • Lays out the implications of social influence findings and how these impact other social and psychological domains of inquiry such as beliefs, attitudes, behaviour, and common sense
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    Reviews & endorsements

    'The authors have produced an innovative, well-crafted book that skillfully guides students and experts to gain a deeper and more satisfactory understanding of the transformed nature of social influence in our fast-changing, 21st century world.' Fathali Moghaddam, Professor of Psychology, Georgetown University, and author of Mutual Radicalization

    'This important book offers a multifaceted view of social influence that illuminates its manifestations from numerous relevant perspectives. The refreshingly broad treatment elucidates the relevance of scholarly analyses to everyday issues. Students and researchers studying human sociality must read this book.' Arie W. Kruglanski, Distinguished University Professor of Psychology, University of Maryland

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    Product details

    • Publication planned for: November 2020
    • format: Paperback
    • isbn: 9781108402897
    • dimensions: 228 x 152 mm
    • availability: Not yet published - available from November 2020
  • Table of Contents

    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

  • Authors

    Gordon Sammut, University of Malta
    Gordon Sammut is Associate Professor of Social Psychology at the University of Malta. He has served as the Chief Editor for Methods of Psychological Intervention, The Cambridge Handbook of Social Representations, and Understanding Self and Others.

    Martin W. Bauer, London School of Economics and Political Science
    Martin W. Bauer is Professor of Social Psychology at the London School of Economics and a member of Acatech (German Academy of Technical Sciences). He is the former Editor of Public Understanding of Science and investigates common sense, public opinion, and attitudes to novel technological developments.


    Gordon Sammut, Martin W. Bauer

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