出版社：Moscow State University of Psychology and Education
摘要：The paper outlines a system of scientific views on the social psychological nature and content of such key components of interpersonal interaction as impact and influ- ence. It analyzes various approaches to the understanding these social psychological phenomena that exist in Russian (theory of activity mediation of interpersonal rela- tions in groups; concept of personalization) and foreign psychology. The paper argues that it is simply impossible to interpret any empirical evidence concerning interper- sonal interactions in the real functioning contact society without taking into account the characteristics of impact and influence.
关键词：impact; influence; direct and indirect impact; persuasion; direct and indirect influence; specific (related to personality traits) and functional (related to roles) types of influence; principles of reciprocity; commitment and consistence; social proof; liking; authority and scarcity.
