Social Influence Articles Summary
Gedownload door: ikarumba316 | € 912 per jaar
Dit document is auteursrechtelijk beschermd, het verspreiden van dit document is strafbaar. extra verdienen?
,ARTICLES SOCIAL INFLUENCE
2025-2026
Gedownload door: ikarumba316 | € 912 per jaar
Dit document is auteursrechtelijk beschermd, het verspreiden van dit document is strafbaar. extra verdienen?
,Reciprocity
Goei, R., Roberto, A., Meyer, G., & Carlyle, K. (2007). The Effects of Favor and Apology on Compliance.
Communication Research, 34(6), 575–595. http://doi.org/10.1177/0093650207307896
Goldstein, Griskevicius, & Cialdini, 2011. Reciprocity by proxy: A novel influence strategy for
stimulating cooperation. Administrative Science Quarterly, 56, 441-473.
Commitment and consistency
Aronson, E. (1999). The power of self-persuasion. American Psychologist, 54(11), 875.
Cialdini, R. B., Wosinska, W., Barrett, D. W., Butner, J., & Gornik-Durose, M. (1999). Compliance with a request
in two cultures: The differential influence of social proof and commitment/consistency on collectivists and
individualists. Personality and Social Psychology
Bulletin, 25(10), 1242-1253.
Müller, B., van Someren, D. H., Gloudemans, R. T. M., Van Leeuwen, M. L., & Greifeneder, R. (2017). Helping
made easy: Ease of Argument Generation Enhances Intentions to Help. Social Psychology, 48, 113-121
Sociaal proof
Griskevicius, V., Goldstein, N. J., Mortensen, C. R., Sundie, J. M., Cialdini, R. B., & Kenrick, D. T. (2009). Fear and
loving in Las Vegas: Evolution, emotion, and persuasion. Journal of Marketing Research, 46(3), 384-395.
Liking & Scarcity
Burger, J. M., Messian, N., Patel, S., Del Prado, A., & Anderson, C. (2004). What a coincidence! The effects of
incidental similarity on compliance. Personality and Social Psychology Bulletin, 30(1), 35-43.
Van Leeuwen, M. L., & Neil Macrae, C. (2004). Is beautiful always good? Implicit benefits of facial
attractiveness. Social cognition, 22(6), 637-649.
Social influence in organizations
Treadway, D. C., Breland, J. W., Williams, L. M., Cho, J., Yang, J., & Ferris, G. R. (2013). Social influence and
interpersonal power in organizations: Roles of performance and political skill in two studies. Journal of
Management, 39(6), 1529-1553.
Unconscious influence
Loersch, C., & Payne, B. K. (2011). The situated inference model: An integrative account of the effects of primes
on perception, behavior, and motivation. Perspectives on Psychological Science, 6(3), 234-252.
Authority
Doliński, D., Grzyb, T., Folwarczny, M., Grzybała, P., Krzyszycha, K., Martynowska, K., & Trojanowski, J. (2017).
Would you deliver an electric shock in 2015? Obedience in the experimental paradigm developed by Stanley
Milgram in the 50 years following the original studies. Social psychological and personality science, 8(8), 927-
933.
Damen, T. G., van Leeuwen, M. L., Dijksterhuis, A., & van Baaren, R. B. (2014). Authority defied: need for
cognitive closure influences regulatory control when resisting authority. Journal of personality, 82(4), 310-316.
1
Gedownload door: ikarumba316 | € 912 per jaar
Dit document is auteursrechtelijk beschermd, het verspreiden van dit document is strafbaar. extra verdienen?
, Content
The Effects of Favor and Apology on Compliance (Goei, 2007)..............................................................3
Reciprocity by proxy: A novel influence strategy for stimulating cooperation (Goldstein, 2011)...........5
The power of self-persuasion (Aronson, 1999).....................................................................................12
Compliance with a request in two cultures: The differential influence of social proof and
commitment/consistency on collectivists and individualists (Cialdini, 1999).......................................14
Helping made easy: Ease of argument generation enhances intentions to help (Müller, 2017)..........16
Fear and loving in Las Vegas: Evolution, emotion and persuasion (Griskevicius, 2009).......................18
What a coincidence! The effects of incidental similarity on compliance (Burger, 2004)......................20
Is beautiful always good? Implicit benefits of facial attractiveness (van Leeuwen, 2004)....................22
Social influence and interpersonal power in organizations: Roles of performance and political skill in
two studies (Treadway, 2013)..............................................................................................................23
The situated inference model: an integrative account of the effects of primes on perception, behavior
and motivation (Loersch, 2011)............................................................................................................25
Would you deliver an electric shock in 2015? Obedience in the experimental paradigm developed by
Stanley Milgram in the 50 years following the original studies (Dolinski, 2017)...................................29
Authority defied: need for cognitive closure influences regulatory control when resisting authority
(Damen, 2014)......................................................................................................................................30
2
Gedownload door: ikarumba316 | € 912 per jaar
Dit document is auteursrechtelijk beschermd, het verspreiden van dit document is strafbaar. extra verdienen?
Gedownload door: ikarumba316 | € 912 per jaar
Dit document is auteursrechtelijk beschermd, het verspreiden van dit document is strafbaar. extra verdienen?
,ARTICLES SOCIAL INFLUENCE
2025-2026
Gedownload door: ikarumba316 | € 912 per jaar
Dit document is auteursrechtelijk beschermd, het verspreiden van dit document is strafbaar. extra verdienen?
,Reciprocity
Goei, R., Roberto, A., Meyer, G., & Carlyle, K. (2007). The Effects of Favor and Apology on Compliance.
Communication Research, 34(6), 575–595. http://doi.org/10.1177/0093650207307896
Goldstein, Griskevicius, & Cialdini, 2011. Reciprocity by proxy: A novel influence strategy for
stimulating cooperation. Administrative Science Quarterly, 56, 441-473.
Commitment and consistency
Aronson, E. (1999). The power of self-persuasion. American Psychologist, 54(11), 875.
Cialdini, R. B., Wosinska, W., Barrett, D. W., Butner, J., & Gornik-Durose, M. (1999). Compliance with a request
in two cultures: The differential influence of social proof and commitment/consistency on collectivists and
individualists. Personality and Social Psychology
Bulletin, 25(10), 1242-1253.
Müller, B., van Someren, D. H., Gloudemans, R. T. M., Van Leeuwen, M. L., & Greifeneder, R. (2017). Helping
made easy: Ease of Argument Generation Enhances Intentions to Help. Social Psychology, 48, 113-121
Sociaal proof
Griskevicius, V., Goldstein, N. J., Mortensen, C. R., Sundie, J. M., Cialdini, R. B., & Kenrick, D. T. (2009). Fear and
loving in Las Vegas: Evolution, emotion, and persuasion. Journal of Marketing Research, 46(3), 384-395.
Liking & Scarcity
Burger, J. M., Messian, N., Patel, S., Del Prado, A., & Anderson, C. (2004). What a coincidence! The effects of
incidental similarity on compliance. Personality and Social Psychology Bulletin, 30(1), 35-43.
Van Leeuwen, M. L., & Neil Macrae, C. (2004). Is beautiful always good? Implicit benefits of facial
attractiveness. Social cognition, 22(6), 637-649.
Social influence in organizations
Treadway, D. C., Breland, J. W., Williams, L. M., Cho, J., Yang, J., & Ferris, G. R. (2013). Social influence and
interpersonal power in organizations: Roles of performance and political skill in two studies. Journal of
Management, 39(6), 1529-1553.
Unconscious influence
Loersch, C., & Payne, B. K. (2011). The situated inference model: An integrative account of the effects of primes
on perception, behavior, and motivation. Perspectives on Psychological Science, 6(3), 234-252.
Authority
Doliński, D., Grzyb, T., Folwarczny, M., Grzybała, P., Krzyszycha, K., Martynowska, K., & Trojanowski, J. (2017).
Would you deliver an electric shock in 2015? Obedience in the experimental paradigm developed by Stanley
Milgram in the 50 years following the original studies. Social psychological and personality science, 8(8), 927-
933.
Damen, T. G., van Leeuwen, M. L., Dijksterhuis, A., & van Baaren, R. B. (2014). Authority defied: need for
cognitive closure influences regulatory control when resisting authority. Journal of personality, 82(4), 310-316.
1
Gedownload door: ikarumba316 | € 912 per jaar
Dit document is auteursrechtelijk beschermd, het verspreiden van dit document is strafbaar. extra verdienen?
, Content
The Effects of Favor and Apology on Compliance (Goei, 2007)..............................................................3
Reciprocity by proxy: A novel influence strategy for stimulating cooperation (Goldstein, 2011)...........5
The power of self-persuasion (Aronson, 1999).....................................................................................12
Compliance with a request in two cultures: The differential influence of social proof and
commitment/consistency on collectivists and individualists (Cialdini, 1999).......................................14
Helping made easy: Ease of argument generation enhances intentions to help (Müller, 2017)..........16
Fear and loving in Las Vegas: Evolution, emotion and persuasion (Griskevicius, 2009).......................18
What a coincidence! The effects of incidental similarity on compliance (Burger, 2004)......................20
Is beautiful always good? Implicit benefits of facial attractiveness (van Leeuwen, 2004)....................22
Social influence and interpersonal power in organizations: Roles of performance and political skill in
two studies (Treadway, 2013)..............................................................................................................23
The situated inference model: an integrative account of the effects of primes on perception, behavior
and motivation (Loersch, 2011)............................................................................................................25
Would you deliver an electric shock in 2015? Obedience in the experimental paradigm developed by
Stanley Milgram in the 50 years following the original studies (Dolinski, 2017)...................................29
Authority defied: need for cognitive closure influences regulatory control when resisting authority
(Damen, 2014)......................................................................................................................................30
2
Gedownload door: ikarumba316 | € 912 per jaar
Dit document is auteursrechtelijk beschermd, het verspreiden van dit document is strafbaar. extra verdienen?
