Influence: Science and Practice, Research Paper Example

Groups and social influence form a significant portion of an individual’s life and decisions.  Social influence takes place when groups, or other people, affect the individual’s actions or thoughts.  Existing in many forms, there have been three broad types of social influence that may be seen in groups, as well as other individuals: compliance, identification, and internalization (Kelman, 1958).

Compliance is seen in the positive response to some kind of response.  This dynamic can be seen again in groups or individuals.  According to a study, reactions such as credibility, friendship, reciprocation, scarcity, and social validation are often seen to increase compliance (Cialdini, 2001).  There are also other compliance strategies used by individuals or groups in regards to social influence, such as low-ball, ingratiation, foot-in-the-door, and door-in-the face.

Identification is also seen in a group setting, although this is not required.  Identification involves the assimilation of an individual to that of another within a model.  For instance, a child may model his or her actions after a favorable member of a group, or an adult to a celebrity.  Primary, narcissistic, and partial identification are seen as the major categories as found in Freud.

Internalization embeds moral behavior within an individual.  As the final primary category of social influence, it is important to note that this can be extracted from group influences.  Role models can play an important role in this identification of internalization.  Internalization can become a defense mechanism as well as that of an important component of social interactions (Meissner, 1981).

References

Cialdini, Robert. (2001). Influence: Science and practice. Boston: Allyn & Bacon.

Kelman, Herbert. (1958). Compliance, identification, and internalization: Three processes of attitude change. Journal of Conflict Resolution, 1, 51-60.

Meissner, W. W. (1981). Internalization in Psychoanalysis. New York: International Universities Press.