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Author: James T. Tedeschi
Publisher: Routledge
ISBN: 1351473972
Category : Psychology
Languages : en
Pages : 716
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Book Description
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
Author: James T. Tedeschi
Publisher: Routledge
ISBN: 1351473972
Category : Psychology
Languages : en
Pages : 716
Get Book Here
Book Description
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
Author: Janak Pandey
Publisher: Springer Nature
ISBN: 9811945985
Category : Psychology
Languages : en
Pages : 262
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Book Description
The book presents the various ways in which persuasion can be used to make people behave in certain ways without coercion, intimidation, or brute force. It explores the intricacies of social influence processes like self-presentation, impression management, ingratiation, persuasion, manipulative social behavior, and compliance in socio-cultural contexts. Social influence constitutes one of the key themes in the field of social psychology. Contributions in the book highlight social influence behavior and its importance in human social life. The book deepens the reader's understanding of social psychology research on the science and applications of social influence. It invites readers to consider critical questions, such as the interactive effects of personality/disposition and situational factors on social influence. Given its scope, the book is of interest to those in academic fields like social psychology, political science, mass communication, and marketing.
Author: Kurt W. Mortensen
Publisher: AMACOM/American Management Association
ISBN: 9780814428047
Category : Business & Economics
Languages : en
Pages : 258
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Book Description
Renowned expert Mortensen combines scientific research with real-world studies to provide the most authoritative and effective arsenal of proven techniques for persuading, influencing, and motivating others. Readers will learn the 12 Laws of Persuasion.
Author: Edward Ellsworth Jones
Publisher: New York : Irvington Publishers
ISBN: 9780891972303
Category : Social Science
Languages : en
Pages : 211
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Book Description
Author: R. Morrison
Publisher: Springer
ISBN: 1137280646
Category : Business & Economics
Languages : en
Pages : 277
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Book Description
This book is an exploration into the current world of relationships in the workplace. It focuses on the ways in which organizational relationships – be they friendships, superior-subordinate relationships, negative relationships, romantic liaisons or simply membership to a social network – can influence and affect our experience of work.
Author: James Westphal
Publisher: Oxford University Press
ISBN: 0192509918
Category : Business & Economics
Languages : en
Pages : 266
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Book Description
The theory of symbolic management reveals a pervasive pattern of 'symbolic decoupling' - a separation between appearances and reality - at every level of the governance system. At each level the processes of governance are less efficient or effective than they appear; from interpersonal relations within organizations such as those between CEOs and directors, top managers and lower-level employees, to relations between firm leaders and external stakeholders such as journalists and security analysts. There is even a separation between appearances and reality at the level of the governance system itself. In this book, James Westphal and Sun Hyun Park develop symbolic management into a major theoretical perspective on governance. Not only does symbolic management provide a compelling behavioral alternative to economic perspectives such as agency theory, but it subsumes economic theory. Agency theory is reconceived as a historically contingent institutional logic that became taken for granted among corporate stakeholders for a period of time and eventually replaced by a new logic of governance. Through a body of extensive empirical research Westphal and Park demonstrate how the symbolic management activities of firm leaders have contributed to this historical shift in prevailing logics of governance, and present a warning to regulators, investors, and the general public.
Author: Ellen S. Berscheid
Publisher: Psychology Press
ISBN: 1317345010
Category : Psychology
Languages : en
Pages : 1218
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Book Description
This textbook provides an integrated and organized foundation for students seeking a brief but comprehensive introduction to the field of relationship science. It emphasizes the relationship field's intellectual themes, roots, and milestones; discusses its key constructs and their conceptualizations; describes its methodologies and classic studies; and, most important, presents the theories that have guided relationship scholars and produced the field's major research themes.
Author: Ronald H. Rooney
Publisher: Columbia University Press
ISBN: 0231544286
Category : Social Science
Languages : en
Pages : 462
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Book Description
Often in their careers, social workers will encounter clients who are either legally required to attend treatment services or are otherwise coerced or pressured into those services. Practitioners in settings from prisons to emergency rooms to nursing homes to child protection agencies will find themselves with involuntary clients. In an update to this classic text, social workers Ronald H. Rooney and Rebecca G. Mirick explore the best ways to work with unwilling clients. While work with involuntary clients is common, it can be challenging, frustrating, and unproductive unless practitioners are well trained for it. This book provides a theoretical framework for understanding the legal, ethical, and practical concerns when working with involuntary clients, offering theory, treatment models, and specific practice strategies influenced by the best available knowledge. Animated by case studies across diverse settings, these resources can be used by practitioners to facilitate collaborative, effective working relationships with involuntary clients.
Author: Robert H Gass
Publisher: Routledge
ISBN: 1317348389
Category : Language Arts & Disciplines
Languages : en
Pages : 401
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Book Description
First Published in 2015. Routledge is an imprint of Taylor & Francis, an Informa company.
Author: Richard Stengel
Publisher: Simon and Schuster
ISBN: 0684854929
Category : Social Science
Languages : en
Pages : 326
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Book Description
From the primates to the ancient world all the way to Hollywood, "You're Too Kind" presents a primer on flattery--where it originated, its development through the ages, and its myriad uses in contemporary culture.
