SOCIAL
INFLUENCE
Understanding The Power of Conformity, Compliance and Obedience
Subject : Social and Industrial Psychology
Submitted To : Dr. Sangeeta Jain Ma’am
Submitted By : Dev Navin(69418)
Shivam Rajpoot(73437)
Sneh Sharma (73441)
Umesh Choyal(73445)
Before we dive into the specific forms, let's establish a clear definition of this core psychological
phenomenon.
Defining the Concept
The Modification of
Behavior
Social influence is defined as the process by which an
individual's attitudes, beliefs, or behavior are ”modified by
the presence or action of others", whether that presence
is real or imagined.
It encompasses a range of phenomena from subtle peer
pressure to overt authority commands, shaping how we
think and act in society.
The Core Trio: Types
The three most studied forms of social influence that dictate how we
respond to social pressure.
Type 1 : Conformity
Definition Informational Influence Normative Influence
A change in ‘’behavior or Conforming because we believe Conforming because we want
belief” to align with the the group is ‘’competent and has to be ‘’liked, accepted”, and to
standards or norms of a group. the correct information”, avoid rejection or ridicule from
It is yielding to majority especially in ambiguous the group (Need to be
influence. situations (Need to be Right). Accepted).
Conformity in Action: The Asch Study (1951)
The Power of Group Pressure
Solomon Asch conducted an experiment to test the power of
normative social influence using an unambiguous task:
judging the length of lines.
• Participants were asked to match a line to one of three
comparison lines.
• The group consisted of one true participant and several
confederates who intentionally gave the wrong answer.
• Key Finding : About 32% of participants gave the wrong A B
C
answer on critical trials, conforming to the incorrect
majority.
Types 2 & 3: Compliance and Obedience
Compliance Obedience
Compliance is a change in *overt behavior* in Obedience is a change in behavior in response to a
response to an "explicit or implicit request” (a ”direct command or order "from a *perceived*
demand, not an order) by another person. The authority figure (higher status). This form is often
behavior is temporary and does "not” require a driven by fear of punishment or respect for social
private attitude change. hierarchy.
Example: agreeing to donate a small amount to Example: "Following a command from a boss,
charity when asked directly. teacher, etc
Obedience in Action: The Milgrom Study (1963)
Testing Authority's Limits
Stanley Milgram's experiment explored the willingness of
participants to obey an authority figure who instructed
them to perform acts conflicting with their personal
conscience.
Participants acted as "teachers" administering electric
shocks (fake) to "learners" (confederates). A shocking 65%
of participants delivered the maximum 450-volt shock,
demonstrating the profound power of perceived
legitimate authority.
Core Motivations for Social Influence
The Drive to be Accepted and Correct
Psychologists identify several fundamental reasons people yield to social pressure:
Main
Reasons • Informational Influence: The desire to be "correct” and make accurate
decisions by looking to others for guidance in uncertain situations.
• Normative Influence: The desire to be ”liked” and accepted by the group,
avoiding social rejection or ridicule.
• lnternalization: Private acceptance of the beliefs, leading to a permanent,
public, and private change.
Cioldini's Six Principles of Persuasion (Application)
Reciprocity: People are more likely to comply after receiving a gift or favor (returning a favor).
Commitment & Consistency: People are reluctant to contradict a previous commitment (e.g., foot-
in-the-door technique).
Social Proof: People will follow the lead of others to determine the correct behavior (e.g.,
"Bestseller" label).
Authority: People tend to obey legitimate authority figures and their symbols (e.g., titles,
uniforms).
Liking: People are more easily persuaded by others they like or find attractive.
Scarcity: Opportunities seem more valuable when they are less available (e.g.,"Limited Stock").
Social Influence in Daily Life
Conformity: Maintaining social order by Obedience: Ensuring public Compliance: Facilitating cooperation,
following unspoken social norms, like safety and function by following for example, agreeing to sign a
standing inaqueue or dressing rules from authority, such as petition or completing a work task
appropriately. obeying traffic signals. upon request.
Conclusion
In conclusion, social influence plays a powerful role in shaping human
behavior, attitudes, and decision-making. It operates through various
forms—such as conformity, compliance, and obedience—and is deeply
rooted in our need for social acceptance and belonging. While social
influence can foster cooperation, social harmony, and positive change, it
can also lead to negative outcomes when individuals follow harmful
norms or authority without question.
