Social influence comprises the ways in which individuals adjust their behavior to meet the demands of a social environment. It takes many forms and can be seen in conformity, socialization, peer pressure, obedience, leadership, persuasion, sales, and marketing. Typically social influence results from a specific action, command, or request, but people also alter their attitudes and behaviors in response to what they perceive others might do or think. 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.
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.
There are three processes of attitude change as defined by Harvard psychologist Herbert Kelman in a 1958 paper published in the Journal of Conflict Resolution.
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Cet enseignement de Psychologie Sociale concerne l'étude des mécanismes cognitifs, émotionnels, motivationnels et sociaux impliqués dans le changement des comportements pro-environnementaux. Les étudi
Le cours aborde l'influence sociale qui s'exerce dans et entre les groupes. Les groupes jouent un rôle fondamental nos vies de tous les jours; ce cours fournit une compréhension du fonctionnement des
Conformity is the act of matching attitudes, beliefs, and behaviors to group norms, politics or being like-minded. Norms are implicit, specific rules, shared by a group of individuals, that guide their interactions with others. People often choose to conform to society rather than to pursue personal desires - because it is often easier to follow the path others have made already, rather than forging a new one. Thus, conformity is sometimes a product of group communication.
Obedience, in human behavior, is a form of "social influence in which a person yields to explicit instructions or orders from an authority figure". Obedience is generally distinguished from compliance, which is behavior influenced by peers, and from conformity, which is behavior intended to match that of the majority. Depending on context, obedience can be seen as moral, immoral, or amoral.
Compliance is a response—specifically, a submission—made in reaction to a request. The request may be explicit (e.g., foot-in-the-door technique) or implicit (e.g., advertising). The target may or may not recognize that they are being urged to act in a particular way. Social psychology is centered on the idea of social influence. Defined as the effect that the words, actions, or mere presence of other people (real or imagined) have on our thoughts, feelings, attitudes, or behavior; social influence is the driving force behind compliance.
The increasing diffusion of novel digital and online sociotechnical systems for arational behavioral influence based on Artificial Intelligence (AI), such as social media, microtargeting advertising, and personalized search algorithms, has brought about ne ...
The fatigue provisions for bridge design in North America and Europe are highly simplified for the sake of practical implementation, in comparison with the state of the art in understanding of the true fatigue behavior. Historically, one significant simpli ...
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The diffusion of energy technologies is key for supporting the energy transition. While social influence and peer effects have been extensively studied on the demand side and found to impact adoption, less focus has been given to the role of information ne ...