Social Influence Processes and Prevention PDF
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Social Influence Processes and Prevention SOCIAL PSYCHOLOGICAL APPLICATIONS TO SOCIAL ISSUES Published under the auspices of the Society for the Psychological Study of Social Issues Volume 1 SOCIAL INFLUENCE PROCESSES AND PREVENTION Edited by John Edwards, R. Scott Tindale, Linda Heath, and Emil J. Posavac A Continuation Order Plan is available for this series. A continuation order will bring delivery of each new volume immediately upon publication. Volumes are billed only upon actual shipment. For further information please contact the publisher. Social Influence Processes and Prevention Edited by John Edwards, R. Scott Tindale, Linda Heath, and Emil J. Posavac Loyola University oj Chicago Chicago, Illinois A project of the faculty and students in the Applied Social Psychology Graduate Program at Loyola University of Chicago published under the auspices of the Society for the Psychological Study of Social Issues Springer Science+Business Media, LLC Library of Congress Cataloging-in-Publication Data Social Influence processes and prevention / edited by John Edwards ... [et al.l. p. cm. — (Social psychological applications to social Issues ; v. 1) "A project of the faculty and students 1n the Applied Social Psychology Graduate Program at Loyola University of Chicago and published under the auspices of the Society for the Psychological Study of Social Issues." Includes bibliographical references. 1. Deviant behavlcr—Prevention. 2. Health pronotlon. 3. Social pressure. I. Edwards. John (John David) II. Society for the Psychological Study of Social Issues. III. Series. HM291.S58837 1990 362' . 0424—dc20 89-23236 CIP ISBN 978-1-4899-2096-6 ISBN 978-1-4899-2094-2 (eBook) DOI 10.1007/978-1-4899-2094-2 © Springer Science+Business Media New York 1990 Originally published by Plenum Press, New York in 1990 Softcover reprint of the hardcover 1st edition 1990 All rights reserved No part of this book may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, microfilming, recording, or otherwise, without written permission from the Publisher Editorial Advisory Board Daniel Bar-Tal, Tel-A viv University Andrew S. Baum, Uniformed Services University oj the Health Sciences Sharon S. Brehm, University oj Kansas Marilynn B. Brewer, University oj California, Los Angeles Robert Cialdini, Arizona State University James H. Davis, University oj Illinois at Urbana-Champaign Christine Dunkel-Schetter, University oj California, Los Angeles Ronald J. Fisher, University oj Saskatchewan Susan K. Green, University oj Oregon Christine Iijima Hall, American Psychological Association Sara B. Kiesler, Carnegie-Mellon University Barbara J. Loken, University oj Minnesota Geoffrey Maruyama, University oj Minnesota Joseph E. McGrath, University oj Illinois at Urbana-Champaign Stuart Oskamp, Claremont Graduate School Amado Padilla, University oj California, Los Angeles Michael S. Pallak, American Biodyne Research Corporation Daniel Perlman, University oj British Columbia Linda Perloff, University oj Illinois at Chicago Dennis P. Rosenbaum, University oj Illinois at Chicago Michael J. Saks, University oj Iowa Althea Smith, Boston University Claude M. Steele, University oj Michigan Geoffrey Stephenson, University oj Kent at Canterbury Tom Tyler, Northwestern University Carol M. Werner, University oj Utah Contributors Elliot Aronson, Department of Psychology, Stevenson College, University of California, Santa Cruz, California 95064 Andrew S. Daum, School of Medicine, Unifonned Services University of the Health Sciences, Bethesda, Maryland 20814 Constance L. Cappas, Department of Psychology, Bowling Green State Univer sity, Bowling Green, Ohio 43403 Eric F. Dubow, Department of Psychology, Bowling Green State University, Bowling Green, Ohio 43403 John Edwards, Department of Psychology, Loyola University of Chicago, Chi cago, Illinois 60626 Richard I. Evans, Department of Psychology, University of Houston, Houston, Texas 77204 Joan E. Finegan, Centre for Administrative and Infonnation Studies, University of Western Ontario, London, Ontario, Canada N6A 5C2 Jeffrey D. Fisher, Department of Psychology, University of Connecticut, Storrs, Connecticut 06260-1020 William A. Fisher, Department of Psychology and Department of Obstetrics and Gynecology, The University of Western Ontario, London, Ontario, Canada N6A 5C2 Cynthia F1eck-Kandath, School of Medicine, Unifonned Services University of the Health Sciences, Bethesda, Maryland 20814 vii viii Contributors E. Scott Geller, Department of Psychology, Virginia Polytechnic Institute and State University, Blacksburg, Virginia 24061 Marti Hope Gonzales, Department of Psychology, University of Minnesota, Minneapolis, Minnesota 55455 Linda Heath, Department of Psychology, Loyola University of Chicago, Chi cago, Illinois 60626 James Jaccard, Department of Psychology, State University of New York at Albany, Albany, New York 12222 Barbara Loken, Department of Marketing, Carlson School of Management, Uni versity of Minnesota, Minneapolis, Minnesota 55455 Stephen J. Misovich, Department of Psychology, University of Connecticut, Storrs, Connecticut 06260-1020 Maurice B. Mittelmark, Bowman-Gray School of Medicine, Wake Forest Uni versity, Winston-Salem, North Carolina 27103 Sarah E. A. Nesselhof-Kendall, School of Medicine, Uniformed Services Uni versity of the Health Sciences, Bethesda, Maryland 20814 Michael S. Pallak, American Biodyne Research Corp., South San Francisco, California 94080 Bettye E. Raines, Department of Psychology, University of Houston, Houston, Texas 77204 Dennis P. Rosenbaum, Center for Research in Law and Justice and Department of Criminal Justice, University of Illinois at Chicago, Chicago, Illinois 60680 Clive Seligman, Department of Psychology, The University of Western Ontario, London, Ontario, Canada N6A 5C2 Althea Smith, Visions Incorporated, 68 Park A venue, Cambridge, Massachusetts 02138 Janet Swim, Department of Psychology, The Pennsylvania State University, Uni versity Park, Pennsylvania 16802 Robert Turrisi, Department of Psychology, State University of New York at Albany, Albany, New York 12222 Contributors ix Choi K. Wan, Department of Psychology, State University of New York at Al bany, Albany, New York 12222 Carol Silvia Weisse, Department of Psychology, Union College, Schenectady, New York 12308 Preface The field of social psychology traditionally has been defined, wholly or in part, as the scientific study of social influence. Although comprising diverse specialized topics of inquiry, social psychology maintains at its core the investigation of how an individual's thoughts, feelings, and actions are influenced by other people. It is fitting, therefore, that this inaugural volume in a series on social psychological processes and social issues features this central process of social influence as its main theme. Throughout its nearly tOO-year history as a discipline, social psychology has been both a basic and an applied science, although the relative emphasis accorded to these two interrelated functions has varied over time. For about the past 20 years, the "applied side" of social psychology has received increased attention. As reflected in the chapters of this book, the applied orientation has resulted in an expanded range of topics, subject populations, settings, and research methods em ployed by social psychologists. What has remained constant, though, is the guid ance provided by a body of theory, data, and principles about social psychological processes that are regarded as fundamental. It is assumed that these processes are "basic" in the sense of being relevant to many specific phenomena and practical problems: At the same time, it is expected that attempted applications to different topics will not only reveal the generalizability of these fundamental processes but will also suggest modifications in our understanding of them. In the present case, this book is intended to help identify possible solutions to social problems through applying knowledge about social influence processes and to advance general knowledge about the processes themselves. Aside from testing and expanding the limits of basic psychological processes as they apply to current social problems, another aspect of applied social psychol ogy entails the design and evaluation of interventions intended to ameliorate or even prevent such problems. Accordingly, another theme and purpose of this book is to demonstrate how social change strategies derived from theories and basic research on social influence may be effective in retarding the growth of social problems at some stage in their development. At least to the extent that problems xi
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