Social influence occurs when a person’s emotions, opinions, or behaviors are affected by others. Social influence takes many forms and can be seen in conformity, socialization, peer pressure, obedience, Leadership, Persuasion, sales, and Marketing. In 1958, Harvard psychologist Herbert Kelman identified three broad varieties of social influence.
Compliance is when people appear to agree with others but actually keep their dissenting opinions private.
Identification is when people are influenced by someone who is liked and respected, such as a famous celebrity.
Internalization is when people accept a belief or behavior and agree both publicly and privately.
Morton Deutsch and Harold Gerard described two psychological needs that lead humans to conform to the expectations of others. These include our need to be right (informational social influence) and our need to be liked (normative social influence). Informational influence (or social proof) is an influence to accept information from another as evidence about reality. Informational influence comes into play when people are uncertain, either because stimuli are intrinsically ambiguous or because there is social disagreement. Normative influence is an influence to conform to the positive expectations of others. In terms of Kelman’s typology, normative influence leads to public compliance, whereas informational influence leads to private acceptance.
Types
Social Influence is a broad term that relates to many different phenomena. Listed below are some major types of social influence that are being researched in the field of social psychology. For more information, follow the main ARTICLE links provided.
Compliance
Compliance is the act of responding favorably to an explicit or implicit request offered by others. Technically, compliance is a change in behavior but not necessarily in Attitude; one can comply due to mere obedience or by otherwise opting to withhold private thoughts due to social pressures. According to Kelman’s 1958 paper, the satisfaction derived from compliance is due to the social effect of the accepting influence (i.e., people comply for an expected reward or punishment-aversion).
Identification
Identification is the changing of attitudes or behaviors due to the influence of someone who is admired. Advertisements that rely upon celebrity endorsements to market their products are taking advantage of this phenomenon. According to Kelman, the desired relationship that the identifier relates to the behavior or attitude change.
Internalization
Internalization is the process of acceptance of a set of norms established by people or groups that are influential to the individual. The individual accepts the influence because the content of the influence accepted is intrinsically rewarding. It is congruent with the individual’s value system, and according to Kelman the “reward” of internalization is “the content of the new behavior”.
Conformity
Conformity is a type of social influence involving a change in behavior, belief, or thinking to align with those of others or with normative standards. It is the most common and pervasive form of social influence. Social psychology research in conformity tends to distinguish between two varieties: informational conformity (also called social proof, or “internalization” in Kelman’s terms ) and normative conformity (“compliance” in Kelman’s terms). In the case of peer pressure, a person is convinced to do something that they might not want to do (such as taking illegal drugs) but which they perceive as “necessary” to keep a positive relationship with other people (such as their friends). Conformity from peer pressure generally results from identification with the group members or from compliance of some members to appease others. Conformity can be in appearance, or may be more complete in nature; impacting an individual both publicly and privately.
Compliance (also referred to as acquiescence) demonstrates a public conformity to a group majority or norm, while the individual continues to privately disagree or dissent, holding on to their original beliefs or to an alternative set of beliefs differing from the majority. Compliance appears as conformity, but there is a division between the public and the private self.
Conversion includes the private acceptance that is absent in compliance. The individual’s original behaviour, beliefs, or thinking changes to align with that of others (the influencers), both publicly and privately. The individual has accepted the behavior, belief, or thinking, and has internalized it, making it his own. Conversion may also refer to individual members of a group changing from their initial (and varied) opinions to adopt the opinions of others, which may differ from their original opinions. The resulting group position may be a hybrid of various aspects of individual initial opinions, or it may be an alternative independent of the initial positions reached through consensus. What appears to be conformity may in fact be congruence. Congruence occurs when an individual’s behavior, belief, or thinking is already aligned with that of the others, and no change occurs.
Reactance
Reactance is the adoption of a view contrary to the view that a person is being pressured to accept, perhaps due to a perceived threat to behavioral freedoms. This phenomenon has also been called anticonformity. While the results are the opposite of what the influencer intended, the reactive behavior is a result of social pressure. It is notable that anticonformity does not necessarily mean independence. In many studies, reactance manifests itself in a deliberate rejection of an influence, even if the influence is clearly correct.
Obedience
Obedience is a form of social influence that derives from an authority figure. The Milgram experiment, Zimbardo’s Stanford prison experiment, and the Hofling hospital experiment are three particularly well-known experiments on obedience, and they all conclude that humans are surprisingly obedient in the presence of perceived legitimate authority figures.
Persuasion
Persuasion is the process of guiding oneself or another toward the adoption of an attitude by rational or symbolic means. Robert Cialdini defined six “weapons of influence”: reciprocity, commitment, social proof, authority, liking, and scarcity. These “weapons of influence” attempt to bring about conformity by directed means. Persuasion can occur through appeals to reason or appeals to emotion.
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Social influence is a powerful force that can shape our thoughts, feelings, and behaviors. It can come from a variety of sources, including our family, friends, peers, and the media. Social influence can be used to promote positive behaviors, such as helping others or following the rules. However, it can also be used to manipulate and control others.
One of the most well-known studies on social influence was conducted by Solomon Asch in the 1950s. In this study, Asch asked participants to look at a series of lines and then state which line was the same length as a reference line. However, all of the other participants in the study were actors who had been instructed to give the wrong answer. Asch found that even though the participants knew the other people were wrong, they still conformed to the group’s opinion about half of the time.
Another well-known study on social influence was conducted by Stanley Milgram in the 1960s. In this study, Milgram asked participants to administer electric shocks to another person (who was actually an actor) in order to test their memory. Milgram found that even though the participants knew that the shocks were dangerous, they still obeyed the experimenter’s instructions about two-thirds of the time.
Social influence can also be used to promote positive behaviors. For example, studies have shown that people are more likely to help others if they see other people helping. This is known as the bystander effect. Social influence can also be used to encourage people to follow the rules. For example, studies have shown that people are more likely to obey traffic laws if they see other people obeying them.
However, social influence can also be used to manipulate and control others. For example, cults often use social influence techniques to get people to join and stay in the cult. These techniques can include isolation, love bombing, and gaslighting.
It is important to be aware of the power of social influence and how it can be used to influence our thoughts, feelings, and behaviors. We should be critical of the information we receive from others and make our own decisions about what we believe and what we do.
Social influence can play a significant role in a variety of settings, including organizations, Education, Health, politics, religion, the media, and the Internet.
In organizations, social influence can be used to motivate employees, improve productivity, and create a positive work Environment. For example, managers can use social influence to encourage employees to work harder or to take on new challenges.
In education, social influence can be used to motivate students to learn, improve their grades, and develop positive attitudes towards school. For example, teachers can use social influence to encourage students to participate in class discussions or to complete their homework.
In health, social influence can be used to promote healthy behaviors, such as quitting smoking, eating a healthy diet, and exercising regularly. For example, doctors can use social influence to encourage their patients to make healthy lifestyle changes.
In politics, social influence can be used to persuade voters to support a particular candidate or party. For example, political campaigns often use social influence techniques to get voters to register to vote, to vote for their candidate, and to donate Money to the campaign.
In religion, social influence can be used to promote religious beliefs and practices. For example, religious leaders often use social influence techniques to get people to attend religious Services, to pray, and to give money to the church.
In the media, social influence can be used to persuade people to buy products, to vote for a particular candidate, or to believe a particular point of view. For example, advertisers often use social influence techniques to get people to buy their products.
In the internet, social influence can be used to spread information, to promote products, and to influence people’s opinions. For example, Social Media platforms often use social influence techniques to get people to share information, to like and comment on posts, and to follow certain accounts.
Social influence is a powerful force that can be used for good or for bad. It is important to be aware of the power of social influence and how it can be used to influence our thoughts, feelings, and behaviors. We should be critical of the information we receive from others and make our own decisions about what we believe and what we do.
What is social influence?
Social influence is the process by which people are affected by the actions, beliefs, or opinions of others. It can be a powerful force that can shape our thoughts, feelings, and behaviors.
What are the different types of social influence?
There are many different types of social influence, but some of the most common include:
- Compliance: This is when we change our behavior in order to please or avoid upsetting others. For example, we might comply with a request from a friend even if we don’t really want to do it.
- Conformity: This is when we change our behavior or beliefs in order to fit in with a group. For example, we might conform to the dress code of a new school even if we don’t really like it.
- Obedience: This is when we follow orders from someone in a position of authority, even if we don’t agree with them. For example, we might obey a police officer’s order to stop even if we don’t think we’ve done anything wrong.
- Influence through persuasion: This is when we change our behavior or beliefs because someone has convinced us to do so. For example, we might be persuaded to buy a product after hearing a persuasive advertisement.
How does social influence work?
Social influence works through a variety of mechanisms, including:
- Reciprocity: This is the tendency to return favors or gifts. For example, if someone does us a favor, we are more likely to do them a favor in return.
- Social proof: This is the tendency to follow the actions of others. For example, we are more likely to eat at a restaurant if we see that it is crowded.
- Authority: This is the tendency to obey orders from someone in a position of authority. For example, we are more likely to follow the instructions of a doctor than the instructions of a stranger.
- Scarcity: This is the tendency to value things more when they are scarce. For example, we are more likely to buy a product if we know that it is only available for a limited time.
What are the benefits of social influence?
Social influence can be a powerful force for good. It can help us to conform to social norms, which can help to maintain order and stability in Society. It can also help us to learn from others and to adopt new ideas and behaviors.
What are the risks of social influence?
Social influence can also be a powerful force for bad. It can lead us to make decisions that are not in our best interests, such as buying products that we don’t need or following the orders of a leader who is leading us astray. It can also lead us to conform to harmful social norms, such as bullying or discrimination.
How can we protect ourselves from the risks of social influence?
It is important to be aware of the risks of social influence and to take steps to protect ourselves from them. Some tips for protecting ourselves from social influence include:
- Be aware of our own biases: We all have biases, which are automatic thoughts and feelings that influence our decisions. It is important to be aware of our own biases so that we can avoid making decisions based on them.
- Think critically: We should always think critically about the information that we are presented with, and we should not blindly accept everything that we hear or see.
- Be independent: We should always be willing to stand up for what we believe in, even if it means going against the crowd.
- Seek out information from multiple sources: It is important to get information from multiple sources so that we can get a well-rounded view of the issue.
- Trust our gut: If something doesn’t feel right, it probably isn’t. We should always trust our gut instincts, even if they go against what everyone else is saying.
Sure, here are some MCQs about the topics of social influence, conformity, obedience, and compliance:
Which of the following is NOT an example of social influence?
(A) A person conforms to the majority opinion in a group discussion.
(B) A person obeys a command from an authority figure.
(C) A person complies with a request from a friend.
(D) A person is persuaded by an advertisement.Which of the following is the best definition of conformity?
(A) The tendency to change one’s behavior to match the behavior of others.
(B) The tendency to obey the commands of authority figures.
(C) The tendency to comply with the requests of others.
(D) The tendency to be persuaded by others.Which of the following is the best example of conformity?
(A) A person votes for the same candidate as their friends.
(B) A person wears the same clothes as their peers.
(C) A person follows the rules of a group.
(D) All of the above.Which of the following is the best definition of obedience?
(A) The tendency to change one’s behavior to match the behavior of others.
(B) The tendency to obey the commands of authority figures.
(C) The tendency to comply with the requests of others.
(D) The tendency to be persuaded by others.Which of the following is the best example of obedience?
(A) A person follows the orders of a police officer.
(B) A person takes a medication prescribed by a doctor.
(C) A person does what their boss tells them to do.
(D) All of the above.Which of the following is the best definition of compliance?
(A) The tendency to change one’s behavior to match the behavior of others.
(B) The tendency to obey the commands of authority figures.
(C) The tendency to follow the requests of others.
(D) The tendency to be persuaded by others.Which of the following is the best example of compliance?
(A) A person buys a product after being persuaded by a salesperson.
(B) A person donates money to a charity after being asked by a volunteer.
(C) A person signs a petition after being asked by a friend.
(D) All of the above.Which of the following is the best explanation for why people conform?
(A) People want to be liked and accepted by others.
(B) People want to avoid being rejected by others.
(C) People want to be seen as competent and capable.
(D) All of the above.Which of the following is the best explanation for why people obey?
(A) People want to avoid punishment.
(B) People want to gain rewards.
(C) People want to be seen as good and moral.
(D) All of the above.Which of the following is the best explanation for why people comply?
(A) People want to be liked and accepted by others.
(B) People want to avoid being rejected by others.
(C) People want to be seen as competent and capable.
(D) All of the above.
I hope these MCQs were helpful!