Social Influence: Compliance and Conformity
2004/01/27 by Robert B. Cialdini, Noah J. Goldstein · 98 citations
Social Sciences · Psychology · #Psychology of Social Influence #Behavioral Health and Interventions #Death Anxiety and Social Exclusion
paper · doi:10.1146/annurev.psych.55.090902.142015
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.
Citations
Cited by
- Dodging the autocratic bullet: enlisting behavioural science to arrest democratic backsliding
- Psychological Perspectives on Legitimacy and Legitimation
- Social Influence and Group Identity
- What Gets Shared, and Why? Interpersonal Communication and Word of Mouth
- The “Spiral of Silence” Revisited: A Meta-Analysis on the Relationship Between Perceptions of Opinion Support and Political Opinion Expression
- Gotta Catch them all: the modes of Sycophancy
- When AI Takes Sides on Questions of Faith: Persistent Asymmetries in AI-Mediated Faith Guidance
- Selectively (il)liberal: theory and evidence on nativist disidentification
- Are Large Language Models Sensitive to the Motives Behind Communication?
- Why people follow rules
- More Turnover, Less Turnout? Domestic Migration and Political Participation Across Communities
- From #Dr00gtiktok to #harmreduction: Exploring Substance Use Hashtags on TikTok
- One track mind: secondary effects in school choice and social capital in a stratified system
- Does digital surveillance boost citizen compliance? Evidence from China
- All that glitters is not green: Creating trustworthy ecofriendly services at green hotels
- Religion as a barrier to the use of student loans for higher education: A community‐based participatory study with Somalis living in England
- Barriers to public engagement with biodiversity conservation
- AI-exhibited Personality Traits Can Shape Human Self-concept through Conversations
- Narrative forecasts
- You sure about that? The effects of textual and image-based Skepticism on belief in dubious social-media claims
- The network dynamics of antiprejudice norms: A field experiment testing antiprejudice interventions in real groups
- Effects of social networks on interventions to change conservation behavior
- MORPHEUS: A Multidimensional Framework for Modeling, Measuring, and Mitigating Human Factors in Cybersecurity
- Public perspectives on the 20 mph speed reduction in Wales: A Latent Dirichlet Allocation Approach
- When Sexism Becomes the Norm: The Effect of Sexism on Women’s Participation in Political Online Discussions
- Interpretation as Linear Transformation: A Cognitive-Geometric Model of Belief and Meaning
- Interviewing High Value Detainees: Securing Cooperation and Disclosures
- LLM-Generated Ads: From Personalization Parity to Persuasion Superiority
- Decision-Making under Negativity Bias: Double Hysteresis in the Opinion-Dependent q-Voter Model
- Group-Buying Recommendation for Social E-Commerce
- A framework for mapping and comparing behavioural theories in models of social-ecological systems
- A multiple-goal framework for exploring goal disengagement
- Nudging Sustainable Choices through LLM-Generated Recommendation Explanations
- Can AI and AI-Hybrids Detect Persuasion Skills? Salesforce Hiring with Conversational Video Interviews
- Social Influence in the Public Expression of LGBTQ+ Support: The Case of Rainbow Flags in Residential Neighborhoods of a European City
- Avoiding Bad Press: Interpersonal Influence in Relations Between CEOs and Journalists and the Consequences for Press Reporting About Firms and Their Leadership
- Motivating and Supporting Youth to Vote Using Theory‐Driven Approaches
- A Re-Explication of Social Norms, Ten Years Later
- Far-right movements in the Western world: How media exposure relates to normative beliefs and attitudes toward the far-right
- Stuck on Intergroup Attitudes: The Need to Shift Gears to Change Intergroup Behaviors
- Governmental strategies for municipal amalgamations: evidence from 24 European countries
- Bayesian Social Influence in the Online Realm
- Does Exposure to Campus Diversity Posters Influence Pro‐Diversity Attitudes? Exploring the Differential Motivational Processes of Peer and Institutional Norms
- Multilevel network interventions: Goals, actions, and outcomes
- Identity-based consumer behavior
- What influences the continued use of generative artificial intelligence: Evidence from covariance-based structural equation modeling and fuzzy set qualitative comparative analysis
- Influence of the majority group on individual judgments in online spontaneous conversations
- The Herding Hormone
- Social norms and their influence on eating behaviours
- Why more social interactions lead to more polarization in societies
- Scaling Up Change: A Critical Review and Practical Guide to Harnessing Social Norms for Climate Action
- If They Disagree, Will You Conform? Exploring the Role of Robots' Value Awareness in a Decision-Making Task
- Teacher knows best? The social influence of teachers and peers in high school
- Adolescent risk-taking in the context of exploration and social influence
- Personal Listening Devices and Hearing Health: The Psychological and Social Factors Influencing Undergraduate Students’ Safe Listening Behaviors
- On the definition of toxicity in NLP
- The science of honesty: A review and research agenda
- A Review and Taxonomy of Choice Architecture Techniques
- Protege Effect for Behaviour Change: Does Teaching Digital Stress Solutions to Others Reduce One's Own?
- Turning ingroup wounds into bonds: perceptions of gender inequalities predict attitudes toward other minorities
- Echo chambers and viral misinformation: Modeling fake news as complex contagion
- Emotionally Expressive Robots: Implications for Children's Behavior toward Robot
- SoREX: Towards Self-Explainable Social Recommendation with Relevant Ego-Path Extraction
- Leader‐signaled knowledge hiding: Effects on employees' job attitudes and empowerment
- Negative Feedback Fuels Hate Speech: A Deep Learning Analysis of 25 Million News Comments
- Peer opinion and the legitimacy of international organizations
- Disagreement Gets Mistaken for Bad Listening
- AI is turning research into a scientific monoculture
- Benchmarking and Mitigating Sycophancy in Medical Vision Language Models
- Age differences in credibility judgments of online health information
- The power of context: how choice set size and composition influence overall and cross-cutting news exposure
- Learning Reciprocity in Complex Sequential Social Dilemmas
- A Model of Multi-turn Human Persuadability Using Probabilistic Belief Tracing
- Why Do Some Find it Hard to Disagree? An fMRI Study
- Social network effects on educational inequality: The role of similarity bias in social influence
- Defer, disagree, or disengage? Relational mobility, self-changeability, culture, and responses to inconsistency
- Examining the Impact of Six Pro-Vaccination Messages on MMR Vaccine Hesitancy Among Mothers in Ukraine
- The bases of propriety: instrumental, relational, moral, and collective
- Please respond ASAP: Workplace telepressure and employee recovery.
- Online interaction and identity cue adoption: a large-scale analysis of hashtag adoption on Twitter
- Carbon Lock-In: Types, Causes, and Policy Implications
- J1102-4-4 新型アシストユニットを搭載した片手用車椅子におけるアシスト効果の検証実験([1102-4]ライフサポート(4))
- Social influence in investigative interviews: The effects of reciprocity
- Self-Supervised Multi-Channel Hypergraph Convolutional Network for Social Recommendation
- Understanding Privacy Attitudes and Concerns Towards Remote Communications During the COVID-19 Pandemic
- The Role of Community Detection Methods in Performance Variations of Graph Mining Tasks
- Exploiting Review Neighbors for Contextualized Helpfulness Prediction
- Would I regret being different? The influence of social norms on attitudes toward AI usage
- Cultural tightness in organizations: Investigating the impact of formal and informal cultural tightness on employee creativity
- How the social dimension of fitness apps can enhance and undermine wellbeing
- Conformity: Resolving the Trade-Off Between Performance and Synchrony in Multi-Unit Organizations
- Sharing Rare Attitudes Attracts
- Decision making and the avoidance of cognitive demand.
- The effect of tailored reciprocity on information provision in an investigative interview
- <i>Don't You Know That You're Toxic?</i> How Influencer‐Driven Misinformation Fuels Online Toxicity
- When Social Media Can Be Bad for You: Community Feedback Stifles Consumer Creativity and Reduces Satisfaction with Self-Designed Products
- Weak ties, strong facts: how influencers amplify public health communication on X (formerly Twitter)
- Maximizing Acceptance Probability for Active Friending in On-Line Social Networks
Related