RESPONSES TO SOCIAL INFLUENCE: ACQUIESCENCE, INTERNALISATION AND IDENTIFICATION

Herbert Kelman 3 responses to social influence

1. acquiescence

2. internalisation

3. identification

normative social influence

where individuals conform to be liked or accepted by others

informational social influence

where individuals conform because they believe others have more knowledge or are better informed

acquiescence

A form of social influence where an individual agrees with a group or authority figure, often without critical evaluation or personal acceptance of the group's beliefs.

example of acquiescence

college sororities in the US acquiesce to intitation rituals to become part of the group and improve social status —> dangerous acts often overriding sensibility

Asch line experiment (1951)

participants agreed with incorrect group answers about line lengths despite knowing they were wrong —> demonstrates how people may suppress their own judgement to avoid standing out or being rejected —> can lead to groupthink, where critical thinking is sacrificed for group cohesion

why do we acquiesce

acceptance, avoiding punishment, living up to expectations set within the relationship, reinforcing one’s concept of self, handling one’s public image

driving influence of acquiescence

power, more specifically the power of the influencer to administer rewards and punishments

internalisation

Genuine assimilation of the belief system of the group as part of an individual’s own values

credibility in internalisation

often a result of informational social influence. the more credibility the group or individual is perceived to have, the more willing members are to adapt and alter their own belief systems to fit those of the group

what is identification

people give into a group because they want to attain the characteristics or qualities of a certain group

what motivates identification?

the attractiveness of a group (not physical attractiveness), but ideological or practical qualities that an individual admires and wishes to emulate

consequences of identification

downward social comparison/disliking oneself

what are the three steps to social identification

1. self-categorisation

2. ascertaining group norms

3. self-stereotyping (aligning oneself with the group identity)