Social Influence : Direct and Indirect Processes

Social influence processes play a key role in human behavior, and arguably our extraordinary evolutionary success has much to do with our subtle and highly developed ability to interact with and influence each other. In this volume, a distinguished team of international contributors reviews and integrates contemporary theory and research on social influence processes, including the study of both explicit, direct influence strategies, and implicit, indirect influence mechanisms. Three sections examine fundamental processes and theory in social influence research, the role of cognitive processes and strategies in social influence phenomena, and the operation of social influence mechanisms in group settings. In applying the latest research to a wide range of interpersonal phenomena, this volume greatly advances our understanding of social influence mechanisms in strategic social interaction.