Employing a lively and accessible writing style, author Daniel W. Barrett integrates up-to-date coverage of social psychology’s core theories, concepts, and research with a discussion of emerging developments in the field–including social neuroscience and the social psychology of happiness, religion, and sustainability. Engaging examples, Applying Social Psychology sections, and a wealth of pedagogical features help readers cultivate a deep understanding of the causes of social behavior.

Social Influence

Social Influence

U.S. Pfc. Lynndie England holding a leash attached to a detainee in late 2003 at the Abu Ghraib prison in Baghdad, Iraq.

AP Photo/ Photos of the Decade.

Learning Objectives

  • 6.1 Define social influence, explain why we succumb to it, and compare/contrast it with persuasion, compliance, conformity, and obedience.
  • 6.2 Identify and describe the six principles of social influence and give examples of each.
  • 6.3 Describe the limited-quantity and deadline techniques and discuss the role of reactance in each.
  • 6.4 Describe the labeling and bait-and-switch techniques and how they rely on the need for consistency; compare FITD (foot-in-the-door) and DITF (door-in-the-face) and explain the social influence principles that undergird each.
  • 6.5 Define social norm, focus theory of normative conduct, descriptive norm, injunctive norm; describe Sherif’s autokinetic research and ...
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