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Une analyse très complète du processus de l'influence sociale, pour comprendre toute la complexité de ce phénomène. Nous revendiquons rarement le fait d'être influençables. Pourtant, en 1956, des études célèbres de Solomon Asch ont mis en lumière le fait que la vie en société nous met en permanence sous influence, qu'on en soit d'ailleurs conscient ou non. L'influence, ce n'est pas forcément de la manipulation : on peut être influencé par imitation, volontaire ou inconsciente. Dans la construction d'un consensus, on peut être influencé par la fonction normative, conformisante du groupe. L'influence participe ainsi du contrôle social, et crée de l'adhésion. On peut encore être influencé dans le cadre d'échange d'idées, d'acquisition de connaissances, de débats et de construction contradictoire d'opinions. L'influence concerne donc aussi l'apprentissage, l'innovation et la créativité. Cet ouvrage permet de découvrir et d'approfondir le concept d'influence sociale. Il intéressera à la fois étudiants et chercheurs en psychologie, en communication, en management, en marketing, mais aussi tout public intéressé par la compréhension de ces phénomènes.

Social influence. --- Influence (Psychology) --- Social psychology --- Prestige --- Social pressure

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Where do we get our notions of social hierarchy and personal worth? What underlies our beliefs about the goals worth aiming for, the persons we hope to become? Elvin Hatch addresses these questions in his ethnography of a small New Zealand farming community, articulating the cultural system beneath the local social hierarchy. Hatch argues that, like people everywhere, these New Zealanders care very much about respectability, and he sets out to understand what that means to them. Hatch describes a complex body of thought, which he calls a cultural theory of social hierarchy, that defines not only the local system of social rank, but personhood as well. Because people define respectability differently and try to advance their definitions over those of others, a crucial part of Hatch's approach is to examine the processes by which these differences are worked out over time. Other social scientists posit a natural, universal human tendency to admire certain qualities, such as wealth or power, which they claim are easily identifiable in any society. Hatch argues against this view, showing that any given social hierarchy is not "natural" but culturally constructed and can be seen only when viewed from the local perspective. The observer cannot "see" the hierarchical order without entering into the cultural world of the people themselves. The concept of occupation is central to Hatch's analysis, since the work that people do provides the skeletal framework of the hierarchical order. He focuses in particular on sheep farming and compares his New Zealand community with one in California. Wealth and respectability among farmers are defined differently in the two places, with the result that California landholders perceive a social hierarchy different from the New Zealanders'. Thus the distinctive "shape" that characterizes the hierarchy among these New Zealand landholders and their conceptions of self reflect the distinctive cultural theory by which they live.

Social structure --- Occupational prestige --- Sociology & Social History --- Social Sciences --- Social Conditions --- Canterbury (N.Z.) --- Rural conditions. --- Job status (Occupational prestige) --- Occupational hierarchy --- Occupational status (Occupational prestige) --- Organization, Social --- Social organization --- Canterbury, N.Z. --- Canterbury Region (N.Z.) --- Prestige --- Anthropology --- Sociology --- Social institutions --- Aorangi (N.Z.)

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Challenging mainstream accounts of organisational behaviour and management, which treat gender as an optional extra, this volume suggests other ways of understanding the issues.

Organizational behavior. --- Psychology, Industrial. --- Sex role in the work environment. --- Sex role. --- Women --- Arbeids- en organisatiepsychologie --- Employment. --- Handboeken en inleidingen. --- Gender role --- Sex (Psychology) --- Sex differences (Psychology) --- Social role --- Gender expression --- Sexism --- Behavior in organizations --- Management --- Organization --- Psychology, Industrial --- Social psychology --- Occupational prestige --- Sex differences. --- Job status (Occupational prestige) --- Occupational hierarchy --- Occupational status (Occupational prestige) --- Prestige --- Gender roles --- Gendered role --- Gendered roles --- Role, Gender --- Role, Gendered --- Role, Sex --- Roles, Gender --- Roles, Gendered --- Roles, Sex --- Sex roles

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Leadership. --- Social influence. --- Leadership --- Sociology & Social History --- Social Sciences --- Social Change --- Influence (Psychology) --- Social psychology --- Prestige --- Social pressure --- Ability --- Command of troops --- Followership --- E-books

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Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research are

Persuasion (Psychology) --- Influence (Psychology) --- Social influence. --- Social psychology --- Prestige --- Social pressure --- Psychology --- Conformity --- Example --- Communication --- Psychology, Applied --- Propaganda --- Cialdini, Robert B. --- チャルディーニ, ロバート B --- Influence (Psychology). --- Persuasion (Psychology).