Compliance & Interalisation

• What are the two ways people act according to the study material?

  Compliance and Internalisation
• How does the scenario affect the way people act in terms of compliance and internalisation?

  The way people act differs based on the scenario and duration of the effect
• If someone only smokes when with friends who smoke, what type of behavior is this an example of?

  Compliance
• If someone plays football with friends who like football even when alone, what type of behavior is this an example of?

  Internalisation
• What are the features of compliance and internalisation?

  • Compliance:
  • Weakest form of conformity
  • Acts to fit in
  • Reverts to normal self when leaving the area
  • Internalisation:
  • Strongest form of conformity
  • Private beliefs may lead to public change
  • Results in personal change
• What was the main finding of Shultz's study on compliance?

  A sign reduced new towel usage by 25% by informing customers that 75% reused towels
• What was the outcome of the Writtenbrink & Henley study regarding internalisation?

  It led to more negative opinions of Black people within the tested group
• What did Nolan's study on compliance reveal about people's perceptions of their actions?

  People thought their actions were based on internalisation, not compliance
• What are the key terms related to compliance and internalisation?

  • Subjective: Statements of opinion
  • Objective: Statements of fact
  • Normal Influence (NI): Compliance - Indirect influence from a group
  • Informational Social Influence (ISI): Internalisation - Personal desire to conform
  • Compliance: Change in behavior to fit in
  • Internalisation: Change in behavior to feel right
• What is the definition of compliance in the context of social influence?

  A change in behavior to fit in
• What is the definition of internalisation in the context of social influence?

  A change in behavior to feel right
• What type of influence does Normal Influence (NI) represent?

  Indirect influence exerted from a group onto its members
• What type of influence does Informational Social Influence (ISI) represent?

  A personal desire to conform