Communication and Social Influence Processes examines the relationships between verbal and nonverbal communicative activity and social influence processes in a new light. The authors of the eight essays contained in this work have abandoned the narrow constraints of the standard experimental paradigm, and move toward redefining the relationships between communication and social influence processes. This volume does not look at the social influence venue as one in which a single source disseminates a message to an audience -- as an individual presenting a public speech. Instead, social influence is viewed from a broad array of perspectives, including individual-level processes like cognition, language, and personality; interaction-based processes like deception, compliance-gaining, and social exchange; and macro social network interactions.

Social influence processes play a key role in human behavior. 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, leading international researchers review and integrate contemporary theory and research on the many ways people influence each other, considering both explicit, direct, and implicit, indirect influence strategies. 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. By 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, and should be of interest to all students, researchers and practitioners interested in the dynamics of everyday interpersonal behavior.

Gabriel Tarde ranks as one of the most outstanding sociologists of nineteenth-century France, though not as well known by English readers as his peers Comte and Durkheim. This book makes available Tarde’s most important work and demonstrates his continuing relevance to a new generation of students and thinkers. Tarde’s landmark research and empirical analysis drew upon collective behavior, mass communications, and civic opinion as elements to be explained within the context of broader social patterns. Unlike the mass society theorists that followed in his wake, Tarde integrated his discussions of societal change at the macrosocietal and individual levels, anticipating later twentieth-century thinkers who fused the studies of mass communications and public opinion research. Terry N. Clark’s introduction, considered the premier guide to Tarde’s opus, accompanies this important work, reprinted here for the first time in forty years.

Organizations and Communications Technology is must reading for those interested in the relation of communication technology to organizational form and function. The book does what many such collections do not do: It presents in a complementary--if not totally unified--fashion a variety of perspectives on and answers to questions raised about the essential nature, determinants, and effects of the organization-communication technology interface. Such coherence in theme and structure is not accidental; rather, it derives from the editors′ commitment to a robust theoretical foundation in which to ground past and future research. . . . They have succeeded brilliantly in their efforts to focus substantive scholarship on theory building in a data-rich but theory-poor field. The result is a work that will no doubt be a classic. The reader who makes the commitment to mine its essays will not be disappointed. --Journal of Business and Technical Communication "As a summary of the field, this collection of theoretical essays succeeds on two main counts. . . . First, it brings together in one volume writers whose recent work has been widely cited and discussed throughout the literatures of information science, communication, management, and technology studies. Second, the book presents some exciting theoretical ideas about the relationship between communication technologies and social behavior that are applicable beyond the organizational setting. . . . On the whole, this book is a fine overview that updates and lends structure--′organizes′--this evolving literature for a diverse audience." --Journal of Communication "The editors . . . argue convincingly that the study of human and organizational aspects of communications technology suffers from a glut of data and a deficiency of theory. The objective of the book becomes one of starting the process of developing a corpus of theory that will integrate the knowledge we have. Overall, the book achieves this objective well, with the gratifying addition that there are also plenty of practical recommendations of immediate value to the practitioner. . . . This is an ambitious book and given the importance of the topic this is inevitable. It is aimed at a broad range of disciplines. It is unashamedly theoretical in its approach yet contains a good deal of immediate practical importance. My own prediction . . . suggests that this book will be regarded as a milestone from which future progress will be measured." --The Occupational Psychologist "Communications technology offers a wonderful springboard for much broader considerations of how people in organizations and behavior within them. Worthwhile . . . engaging." --Academy of Management Review "Will interest any business communication scholar concerned with the ways organizations are affected by new technologies. . . . Provide[s] a wealth of stimulating ideas." --Journal of Business Communication "Organizations and Communications Technology is an attempt to provide a foundation for theory development on information technology in organizations by delegating the task to a set of competent researchers and theorists. Given the dearth of theory development in the field such a strategy makes some sense. Because of (its) diversity, organizations, communications, and management information systems scholars should all find something of interest." --Administrative Science Quarterly How do technology and organization interact to shape organizational structures and processes? What organizational, political, and social processes constrain technological development? What forces shape the articulation of organizational and technological systems? Answering these and other pivotal questions, this powerful volume centers on the role of theory for advancing our knowledge of communication technology in organizations at several levels: micro, group, and macro. A distinguished team of contributors examines a richly diverse group of topics, including telecommunications, communication networks and new media, the use of group decision support systems, and discretionary databases, to name but a few. Organizations and Communication Technology offers nothing less than a fresh foundation for research and management practice. As such, it is essential reading for scholars, practitioners, and students in the fields of management studies, communication science, organization studies, and policy studies.

Social psychologists have always been concerned with two-person interactions and the factors enabling one person to gain dominance. Although social psychology has devised a revolutionary set of techniques to investigate the phenomenon of power, hypotheses are too often ambiguously stated, research programs end in cul-de-sacs, and experiments take on the character of one-shot studies. In an attempt to stimulate new directions in research and to provide cumulative emphasis on the development of scientific theory in the area of power relations, Tedeschi has assembled original and path breaking essays from a dozen outstanding scholars and researchers in the behavioral sciences. More tightly integrated than leading books in the field of power relations, The Social Influence Processes focuses on two-person interactions. A full explanation of the terms "power" and "influence" is followed by an analysis of the major variables in connections between two persons that must be taken into account in a scientific theory of social influence. The subsequent chapters respond to the categories established, attempting a comprehensive construction of social reality and offering suggestions and techniques for measuring and ordering its complexity. Particular areas of research and theory are isolated for consideration in depth--such topics as personality as a power construct (Power and Personality by Henry L. Minton), influence in exchange theory (The Tactical Use of Social Power by Andrew Michener and Robert W. Suchner), and leadership through charisma (Interpersonal Attraction and Social Influence by Elaine Walster and Darcy Abrahams). In the final chapter, Tedeschi, Thomas Bonoma, and Barry R. Schlenker attempt to provide a general theory of social influence processes as they affect the target individual by reviewing the research literature in their own theoretical terms. This remarkable volume will be of interest to students as well

Intended for scholars and professionals interested in cross- and multicultural research into the mechanisms of the social influnce process.

The Oxford Handbook of Social Influence restores this important field to its once preeminent position within social psychology. Editors Harkins, Williams, and Burger lead a team of leading scholars as they explore a variety of topics within social influence, seamlessly incorporating a range of analyses (including intrapersonal, interpersonal, and intragroup), and examine critical theories and the role of social influence in applied settings today.

Theoretically different modalities of social influence are set out and a blueprint for the study of socio-political dynamics is delivered.

There is acceptance of the need to understand the relationship between social factors, system design and system usage in the field of computer-mediated communication systems. This book shows how the social context is presented intentionally and unintentionally in the design of such systems.

This concise monograph introduces and examines social influence from the perspective of the so-called target, rather than from the source, thus providing for the first time a bidirectional account of this pervasive social phenomenon, further bridging simple micro-level dyadic interaction rules with macro-level properties of the (social) system. This integrative approach allows for advanced models of influence to be developed in both the social and natural sciences (e.g. social animals). In particular, when used to investigate emergent properties of social change, this approach shows that social transitions occur as “bubbles of new” in the “sea of old.” While in the traditional view influence is synonymous with achieving power and control over others, the present approach to social influence puts the emphasis on the target’s motives and strategies. Here, the target may actively seek out influence to help forge opinions and achieve guidance regarding courses of action. In this process, the target observes others, models their thought and behavior, and asks for information and opinions. In this broadened perspective, the processes of social influence enables those being influenced (the targets) to use the knowledge and processing capacity of influence sources to maximize their access to information, minimize their processing effort, while optimizing their own functioning and that of the social system in which they evolve. This short text addresses above all scientists interested in social influence in the fields of psychology, sociology, economy, marketing, and biology. However, also researchers interested in modeling social processes, especially opinion dynamics and social change, such as computer scientists, physicists and applied mathematicians will benefit from the insights provided.