Social Influence Key Terms

• conformity

  a change in a person's behaviour or opinions as a result of real or imagined pressure from a person or group of people
• internalisation

  a deep type of conformity where we take on the majority view because we accept it as correct. it leads to a far-reaching and permanent change in behaviour, even when the group is absent
• identification

  a moderate type of conformity where we act in the same way as the group because we value it and want to be part of it. but we don't necessarily agree with everything the group/majority believes
• compliance

  a superficial and temporary type of conformity where we outwardly go along with the majority view, but privately disagree with it. the change in our behaviour only lasts as long as the group is monitoring us
• informational social influence (ISI)

  An explanation of conformity that says we agree with the opinion of the majority because we believe it is correct. We accept it because we want to be correct as well. This may lead to internalisation.
• normative social influence (NSI)


  An explanation of conformity that says we agree with the opinion of the majority because we want to be accepted, gain social approval and be liked. This may lead to compliance.
• social roles

  The 'parts' people play as members of various social groups.
• obedience

  a form of social influence in which an individual follows a direct order. the person issuing the order is usually a figure of authority, who has the power to punish when obedient behaviour is not forthcoming
• situational variables


  features of immediate physical and social environment which may influence a person's behaviour
• agentic state

  A mental state where we feel no personal responsibility for our behaviour because we believe ourselves to be acting for an authority figure, i.e. as their agent. This frees us from the demands of our consciences and allows us to obey even a destructive authority figure.
• legitimacy of authority

  An explanation for obedience which suggests that we are more likely to obey people who we perceive to have authority over us. This authority is justified by the individual's position of power within a social hierarchy.
• dispositional explanation

  Any explanation of behaviour that highlights the importance of the individual's personality
• authoritarian personality

  A type of personality that Adorno argued was especially susceptible to obeying people in authority. Such individuals are also thought to be submissive to those of higher status and dismissive of inferiors.
• resistance to social influence

  Refers to the ability of people to withstand the social pressure to conform to the majority or to obey authority. This ability to withstand social pressure is influenced by both situational and dispositional factors.
• social support

  the presence of people who resist pressures to conform or obey can help others to do the same. these people act as models to show others that resistance to social influence is possible
• locus of control (LOC)

  refers to the sense we each have about what directs events in our lives. internals believe they are mostly responsible for what happens to them. externals believe it is mainly a matter of luck or other outside forces
• minority influence

  a form of social influence in which a minority of people persuades others to adopt their beliefs, attitudes or behaviours. leads to internalisation or conversion in which private attitudes are changes as well as public behaviours
• consistency

  Minority influence is most effective if the minority keeps the same beliefs, both over time and between all the individuals that form the minority. It's effective because it draws attention to the minority view.
• commitment

  minority influence is more powerful if the minority demonstrates dedication to their position. this is effective because it shows the minority is not acting out of self-interest
• flexibility

  relentless consistency could be counter-productive if it is seen by the majority as unbending and unreasonable. therefore minority influence is more effective if the minority shows flexibility by accepting the possibility of compromise
• social influence


  The process by which individuals and groups change each other's attitudes and behaviours. Includes conformity, obedience and minority influence.