Conformity, Compliance, and ObedienceLeandre R. Fabrigar, Meghan E. Norris, Devin FowlieLAST REVIEWED: 29 September 2017LAST MODIFIED: 26 August 2020DOI: 10.1093/obo/9780199828340-0075IntroductionSocial influence refers to the ways people influence the beliefs, feelings, and behaviors of others. Each day we are bombarded by countless attempts by others to influence us, and as such, the study of social influence has long been a central topic of inquiry for social psychologists and researchers in many other social sciences (e.g., marketing, organizational behavior, political science). Theorists have typically distinguished between four types of social influence. Compliance is when an individual changes his or her behavior in response to an explicit or implicit request made by another person. Compliance is often referred to as an active form of social influence in that it is usually intentionally initiated by a person. It is also conceptualized as an external form of social influence in that its focus is a change in overt behavior. Although compliance may sometimes occur as a result of changes in people’s internal beliefs and/or feelings, such internal changes are not the primary goal of compliance, nor are they necessarily required for the request to be successful. In contrast, conformity refers to when people adjust their behaviors, attitudes, feelings, and/or beliefs to fit to a group norm. Conformity is generally regarded as a passive form of influence in that members of the group do not necessarily actively attempt to influence others. People merely observe the actions of group members and adjust their behaviors and/or views accordingly. The focus of conformity can be either external (overt behaviors) or internal (beliefs and feelings) in nature. Obedience is a change in behavior as a result of a direct command from an authority figure. Obedience is an active form of influence in that it is usually directly initiated by an authority figure and is typically external in that overt behaviors are generally the focus of commands. The final form of social influence is persuasion, which refers to an active attempt to change another person’s attitudes, beliefs, or feelings, usually via some form of communication. Persuasion is an active form of influence and is internal in its focus in that changes in people’s beliefs and/or feelings are the goal of such influence. Typically, persuasion is treated as a distinct literature from that of the other three forms of social influence and is usually included as a major area of inquiry within the broader attitudes literature. As such, this article will focus primarily on literature related to compliance, conformity, and obedience. Show
General Overviews and TextbooksThere are a number of sources, appropriate for different audiences, that provide overviews of the literature. These resources provide broad-level insights into social influence processes that would be informative for both academics and nonacademics. Both Milgram 1992 and Harkins, et al. 2017 provide useful, general overviews that are suitable for a range of audiences. Similarly, Cialdini 2001 would be useful for not only students but also those with nonacademic backgrounds who have an interest in social influence. In contrast, Cialdini and Griskevicius 2010 and Cialdini and Trost 1998 are geared more toward graduate students and researchers. Hogg 2010 provides a scholarly overview of social influence literature.
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Down What term refers to a person's intentional efforts to change other people's attitudes quizlet?persuasion. intentional effort to change other people's attitudes in order to change their behavior.
What is the term for a person's evaluation of an issue situation or person?Psychologists define attitudes as a learned tendency to evaluate things in a certain way. This can include evaluations of people, issues, objects, or events. Such evaluations are often positive or negative, but they can also be uncertain at times.
What is a deliberate attitude?deliberate attitudes. controlled and conscious evaluative responses. implicit associations test (IAT) investigates implicit attitudes. Measures attitudes and beliefs that people are either unwilling or unable to report.
What term refers to a persons evaluation of a stimulus which can range from positive to negative?attitude. evaluation of a stimulus; can range from positive to negative. elaboration likelihood. a theory of persuasion that proposes that persuasive messages can influence attitudes by two different routes, central or peripheral.
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What term refers to a persons intentional efforts to change other peoples attitudes?
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