Social Influence: Compliance And Conformity

Annu. Rev. Psychol. 2004. 55:591621 doi: 10.1146/annurev.psych.55.090902.142015 Copyright c 2004 by per annum Reviews. All rights reserved First make online as a Review in Advance on July 11, 2003 SOCIAL articulate: Compliance and Con gradeity Robert B. Cialdini and Noah J. Goldstein Department of Psychology, azimuth State University, Tempe, Arizona 85287-1104; e-mail: Robert.Cialdini@asu.edu, Noah.Goldstein@asu.edu Annu. Rev. Psychol. 2004.55:591-621. Downloaded from www.annual follow-ups.org by Wichita State University on 11/14/11. For personal use only. Key Words obedience, norms, foot-in-the-door, door-in-the-face, motivation s tweet This review covers recent forgements in the kind in?uence literature, focusing primarily on compliance and conformity investigate published between 1997 and 2002. The principles and processes underlying a tar patronises efficiency to outside in?uences are considered in light of 3 goals fundamental to rewarding human functioning . Speci?cally, targets are motivated to form accurate perceptions of reality and react accordingly, to develop and preserve meaning(prenominal) social relationships, and to maintain a favorable self-concept.

reproducible with the watercourse movement in compliance and conformity research, this review emphasizes the ways in which these goals interact with external forces to engender social in?uence processes that are subtle, indirect, and outside of awareness. CONTENTS INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . respectfulness . . . . . . . . . . . . . . . . . . . . . . . . . . . .! . . . . . . . . . . . . . . . . . . . . . . . . . . . Goal of true statement . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Goal of Af?liation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Goal of Maintaining a Positive Self-Concept . . . . . . . . . . . . . . ....If you want to get a full essay, mark it on our website: OrderCustomPaper.com

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