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Магистратура 2018/2019

Социальное влияние

Статус: Курс по выбору (Прикладная социальная психология)
Направление: 37.04.01. Психология
Когда читается: 1-й курс, 3, 4 модуль
Формат изучения: без онлайн-курса
Прогр. обучения: Прикладная социальная психология
Язык: английский
Кредиты: 4

Course Syllabus


The aim of the course is to offer students an in-depth account of social influence. More specifically, students will enhance their understanding of concepts, models, theories, and research findings that are central to the study of social influence. Furthermore, the course will promote students' scientific thinking through reviewing, evaluating, and discussing empirical papers on social influence. Moreover, to master social influence tactics students will conduct a field experiment in which they test one or more of these tactics.
Learning Objectives

Learning Objectives

  • The course is designed to achieve the following goals:  enhance your understanding of the concepts, models, theories, and research findings central to the study of social influence.  promote your scientific thinking through reviewing, evaluating, and discussing existing literature on social influence.  promote your academic skills through conducting, writing and presenting empirical research.
Expected Learning Outcomes

Expected Learning Outcomes

  • 1.Student has profound knowledge in the field of social influence.2. Student is capable to define theoretical and applied aspects of social influence.
  • Student owns the system of main categories and principles of social influence.
  • The student knows and uses main techniques of social influence.
  • Student knows main theoretical approaches, practical questions, concepts, techniques of social power.
  • Student is able to use the specific concepts of network theories
Course Contents

Course Contents

  • Topic 1. Introduction to psychology of social influence
    Key questions: How the thought, feeling, and behavior of the individual are influenced by the actual, imagined, or implied presence of others? What is social influence? How do psychologists study social influence? Experiment.
  • Topic 2. Principles of social influence
    Reciprocity. Commitment (and Consistency). Social Proof. Liking. Authority. Scarcity. Unity.
  • Topic 3. Tactics of social influence
    Landscaping. Source credibility and social roles. Effective message tactics. Emotional tactics.
  • Topic 4. Social power
    Definition of Power. History of social power. Theories of power. Powerful/powerless people. Power paradox. Leadership and power.
  • Topic 5. Social influence and network theories
    Types of ties. Network roles. Network characteristics. Ronald Burt’s structural holes.
Assessment Elements

Assessment Elements

  • non-blocking Homework 1
  • non-blocking Homework 2
  • non-blocking Final test
Interim Assessment

Interim Assessment

  • Interim assessment (4 module)
    0.4 * Final test + 0.3 * Homework 1 + 0.3 * Homework 2


Recommended Core Bibliography

  • Cialdini, R. B. (2009). Influence : The Psychology of Persuasion. New York: HarperCollins. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=279852
  • Emmanuel Lazega. (1995). Burt Ronald S., Structural holes : the social structure of competition. Revue Française de Sociologie, (4), 779. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsper&AN=edsper.rfsoc.0035.2969.1995.num.36.4.4430
  • Keltner, D. (2016). The Power Paradox : How We Gain and Lose Influence. New York, NY: Penguin Books. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1130467
  • Maio, G., & Haddock, G. G. (2009). The Psychology of Attitudes and Attitude Change. London: SAGE Publications Ltd. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=472467
  • Pratkanis, A. R. (2007). The Science of Social Influence : Advances and Future Progress. New York: Psychology Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=358198

Recommended Additional Bibliography

  • AlFalahi, K., Atif, Y., & Abraham, A. (2014). Models of Influence in Online Social Networks. International Journal of Intelligent Systems, 29(2), 161–183. https://doi.org/10.1002/int.21631
  • Braver, S. L., Goldstein, N. J., & Kenrick, D. T. (2012). Six Degrees of Social Influence : Science, Application, and the Psychology of Robert Cialdini. Oxford: Oxford University Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=419070
  • Brennan, J. G., Miller, L. E., & Seltzer, J. (1993). Influence Tactics and Effectiveness. Journal of Social Psychology, 133(5), 747. https://doi.org/10.1080/00224545.1993.9713933
  • Buskens, V., & van de Rijt, A. (2005). Dynamics of Networks If Everyone Strives for Structural Holes. Conference Papers —— American Sociological Association, 1–20. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=sih&AN=18614840
  • D. Keltner, G.A. van Kleef, S. Chen, & M. Kraus. (2008). A reciprocal influence model of social power: Emerging principles and lines of inquiry. https://doi.org/10.1016/S0065-2601(07)00003-2
  • Fernandez, V., Simo, P., Enache, M., & Sallan, J. (2012). The frequency of the dyadic influence tactics according to communication media. Behaviour & Information Technology, 31(6), 577–586. https://doi.org/10.1080/0144929X.2010.549510
  • Geller, E. S. (2002). Social Influence Principles. Professional Safety, 47(10), 25. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=asn&AN=7500528
  • Guerin, B. (1995). Social Influence in One-to-One and Group Situations: Predicting Influence Tactics From Basic Group Processes. Journal of Social Psychology, 135(3), 371. https://doi.org/10.1080/00224545.1995.9713966
  • Houser, R., Feldman, M., Williams, K., & Fierstien, J. (1998). Persuasion and social influence tactics used by mental.. Journal of Mental Health Counseling, 20(3), 238. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=f5h&AN=943563
  • Munger, M. C. (2011). Persuasion, psychology and public choice. Journal of Economic Behavior & Organization, (2), 290. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsrep&AN=edsrep.a.eee.jeborg.v80y2011i2p290.300
  • Nathalie Nahai. (2013). Webs of Influence : The Psychology of Online Persuasion. Harlow: FT Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1419780
  • Sergy, L. (2013). Influence: The Psychology of Persuasion. Library Journal, 138(20), 51. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=asn&AN=92752800
  • Stahelski, A. J., & Paynton, C. F. (1995). The Effects of Status Cues on Choices of Social Power and Influence Strategies. Journal of Social Psychology, 135(5), 553. https://doi.org/10.1080/00224545.1995.9712228
  • The Psychology of Persuasion 1.0 CALENDAR DESCRIPTION. (n.d.). Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsbas&AN=edsbas.430A00D