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The Oxford Handbook of Social Influence

Edited by Stephen G. Harkins, Kipling D. Williams, and Jerry M. Burger

Oxford Library of Psychology

Contributes to the renaissance of interest in social influence
Provides expert recommendations and directions for future research
Contributors seamlessly incorporate a range of analyses, and examine the critical theories of social influence today

The Oxford Handbook of Social Influence

Edited by Stephen G. Harkins, Kipling D. Williams, and Jerry M. Burger

Description

The study of social influence has been central to social psychology since its inception. In fact, research on social influence predated the coining of the term social psychology. Its influence continued through the 1960s, when it made seminal contributions to the beginning of social psychology's golden age. However, by the mid-1980s, interest in this area waned, while at the same time, and perhaps not coincidentally, interest in social cognition waxed. Now the pendulum is swinging back, as seen in growing interest in non-cognitive, motivational accounts.

The Oxford Handbook of Social Influence will contribute to a resurgence of interest in social influence that will restore it to its once preeminent position. Written by leading scholars, the chapters cover a variety of topics related to social influence, incorporating a range of levels of analysis (intrapersonal, interpersonal, and intragroup) and both source (the influencers) and target (the influenced) effects. The volume also examines theories that are most relevant to social infl uence, as well as social influence in applied settings.

The chapters contribute to the renaissance of interest in social influence by showing that it is time to reexamine classic topics in social influence; by illustrating how integrations/ elaborations that advance our understanding of social influence processes are now possible; by revealing gaps in the social influence literature; and by suggesting future lines of research. Perhaps the most important of these lines of work will take into account the change from traditional social influence that occurs face-to-face to social media-mediated influence that is likely to characterize many of our interactions in the future.

The Oxford Handbook of Social Influence

Edited by Stephen G. Harkins, Kipling D. Williams, and Jerry M. Burger

Oxford Library of Psychology

Part I: Introduction

1. Introduction and Overview
Stephen G. Harkins and Kipling D. Williams

2. Ethical Issues in Social Influence Research
Allan J. Kimmel

Part II: Intrapersonal Processes

3. Social Influence and Gender
Linda L. Carli

4. Social Influence and Personality
John B. Nezlek and Carrie Smith

Part III: Interpersonal Processes

5. On the Trail of Social Comparison
Jerry Suls and Ladd Wheeler

6. Conformity and Divergence in Interactions, Groups, and Culture
Bert H. Hodges

7. Compliance: A Classic and Contemporary Review
Rosanna E. Guadagno

8. Obedience
Jerry M. Burger

9. Social Norms and Their Enforcement
Jessica M. Nolan

10. Social Inhibition
Megan K. McCarty

11. Social Facilitation: Using the Molecular to Inform the Molar
Allison E. Seitchik, Adam J. Brown, and Stephen G. Harkins

12. Protect, Correct, and Eject: Ostracism as a Social Influence Tool
Andrew H. Hales, Dongning Ren, and Kipling D. Williams

13. Self-Presentation and Social Influence: Evidence for an Automatic Process
James M. Tyler and Katherine E. Adams

14. Emotions as Agents of Social Influence: Insights from Emotions as Social Information Theory
Gerben van Kleef

Part IV: Intragroup Processes

15. Social Identity and Social Influence
Amber M. Gaffney and Michael Hogg

16. Deindividuation
Russell Spears

17. Stability and Change Within Groups
Matthew J. Hornsey and Jolanda Jetten

18. Minority Influence
Fabrizio Butera, Juan Manuel Falomire-Pichastor, and Alain Quiamzade

19. The Social Psychology of Leadership
Michael J. Platow, S. Alexander Haslam, and Stephen D. Reicher

Part V: Social Influence in Applied Settings

20. Social Influence and Clinical Intervention
Martin Heesacker

21. Social Influence and Health
Leslie R. Martin and M. Robin DiMatteo

22. The Expanding, Lop-Sided Universe of Social Influence and Law Research
Linda Demaine and Robert Cialdini

23. Social Influence in Marketing: How Other People Influence Consumer Information Processing and Decision Making
Amna Kirmani and Rosellina Ferraro

Part VI: The Future

24. The Future of Social Influence in Social Psychology
Kipling D. Williams and Stephen G. Harkins

25. Resistance to Influence
Brad J. Sagarin and Mary Lynn Miller Henningsen

26. The Echo Chamber
David Byrne

The Oxford Handbook of Social Influence

Edited by Stephen G. Harkins, Kipling D. Williams, and Jerry M. Burger

Oxford Library of Psychology

Author Information

Stephen G. Harkins received his Ph.D. at the University of Missouri-Columbia in 1975. Following a two-year postdoctoral fellowship at The Ohio State University, he moved to Northeastern University, where he has been a professor since 1989. He studies the effect of social threat on task performance.

Kipling D. Williams received his Ph.D. at The Ohio State University in 1981. Since 2004, he has
been a professor of psychological sciences at Purdue University. His primary research interests are ostracism and social influence. He is editor of the journal Social Influence.

Jerry M. Burger received his Ph.D. at the University of Missouri-Columbia in 1980 and has been a professor of psychology at Santa Clara University since 1993. He has conducted extensive research in the areas of obedience, compliance, perception of and motivation for personal control, and social norms.

Contributors:

Katherine E. Adams
Department of Psychological Sciences
Purdue University
West Lafayette, IN

Adam J. Brown
Department of Psychology
Northeastern University
Boston, MA

Jerry M. Burger
Department of Psychology
Santa Clara University
Santa Clara, CA

Fabrizio Butera
Social Psychology Laboratory
University of Lausanne
Lausanne, Switzerland

Linda L. Carli
Department of Psychology
Wellesley College
Wellesley, MA

Robert B. Ciadini
Department of Psychology
Arizona State University
Phoenix, AZ

Linda J. Demaine
Sandra Day O'Connor College of Law
Arizona State University
Phoenix, AZ

M. Robin DiMatteo
Department of Psychology
University of California, Riverside
Riverside, CA

Juan Manuel Falomir-Pichastor
Department of Social Psychology
University of Geneva
Geneva, Switzerland

Rosellina Ferraro
Robert H. Smith School of Business
University of Maryland
College Park, MD

Amber M. Gaffney
Department of Psychology
Humboldt State University
Arcata, CA

Rosanna E. Guadagno
Department of Social Psychology
University of Texas at Dallas
Dallas, TX

Andrew H. Hales
Department of Psychological Sciences
Purdue University
West Lafayette, IN

Stephen G. Harkins
College of Science
Northeastern University
Boston, MA

S. Alexander Haslam
Department of Psychology
University of Queensland
St. Lucia, Queensland, Australia

Martin Heesacker
Department of Psychology
University of Florida
Gainesville, FL

Bert H. Hodges
Department of Psychology
Gordon College
Wenham, MA

Michael A. Hogg
Department of Psychology
Claremont Graduate University
Claremont, CA

Matthew J. Hornsey
School of Psychology
University of Queensland
St. Lucia, Queensland, Australia

Jolanda Jetten
School of Psychology
University of Queensland
St. Lucia, Queensland, Australia

Steven J. Karau
Department of Management
Southern Illinois University
Carbondale, IL

Allan J. Kimmel
Department of Marketing
ESCP Europe
Berlin, Germany

Amna Kirmani
Department of Marketing
Robert H. Smith School of Business
University of Maryland
College Park, MD

Leslie R. Martin
Department of Psychology
La Sierra University
Riverside, CA

Megan K. McCarty
Department of Psychology
Amherst College
Amherst, MA

Mary Lynn Miller Henningsen
Department of Communication
Northern Illinois University
Dekalb, IL

Gabriel Mugny
Department of Social Psychology
University of Geneva
Geneva, Switzerland

John B. Nezlek
Department of Psychology
College of William & Mary
Williamsburg, VA

Jessica M. Nolan
Department of Psychology
University of Scranton
Scranton, PA

Michael J. Platow
Department of Social Psychology
Australian National University
Canberra, Australian Capital Territory, Australia

Alain Quiamzade
Department of Social Psychology
University of Geneva
Geneva, Switzerland

Stephen D. Reicher
Department of Social Psychology
University of St. Andrews
St. Andrews, Scotland, UK

Dongning Ren
Department of Psychological Sciences
Purdue University
West Lafayette, IN

Brad J. Sagarin
Department of Psychology
Northern Illinois University
Dekalb, IL

Allison E. Seitchik
Department of Psychology
Merrimack College
North Andover, MA

C. Veronica Smith
Department of Psychology
University of Mississippi
University, MS

Russell Spears
Department of Social Psychology
University of Groningen
Groningen, the Netherlands

Jerry Suls
Behavioral Research Program
National Cancer Institute
Bethesda, MD

James M. Tyler
Department of Psychological Sciences
Purdue University
West Lafayette, IN

Gerben A. Van Kleef
Department of Psychology
University of Amsterdam
Amsterdam, the Netherlands

Ladd Wheeler
Department of Psychology
Macquarie University
Sydney, New South Wales, Australia

Kipling D. Williams
Department of Psychological Sciences
Purdue University
West Lafayette, IN