Social Influence: Compliance and Conformity
2004/01/27 by Robert B. Cialdini, Noah J. Goldstein · 6,007 citations
Psychology · Social Sciences · #Behavioral Health and Interventions #Cognitive psychology #Compliance (psychology) #Conformity #Conformity assessment #Death Anxiety and Social Exclusion #Perception #Psychology #Psychology of Social Influence #Social influence #Social perception #Social psychology
paper · doi:10.1146/annurev.psych.55.090902.142015
published in Annual Review of Psychology 55(1), 591-621 (Annual Reviews)
openalex publication_date 2004/01/27 · openalex created_date 2025/10/10 · openalex updated_date 2026/08/06
Abstract
This review covers recent developments in the social influence literature, focusing primarily on compliance and conformity research published between 1997 and 2002. The principles and processes underlying a target's susceptibility to outside influences are considered in light of three goals fundamental to rewarding human functioning. Specifically, targets are motivated to form accurate perceptions of reality and react accordingly, to develop and preserve meaningful social relationships, and to maintain a favorable self-concept. Consistent with the current movement in compliance and conformity research, this review emphasizes the ways in which these goals interact with external forces to engender social influence processes that are subtle, indirect, and outside of awareness.
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