Conformity, Obedience, & Compliance

Conformity – A change in behavior due to the real or imagined influence of other people.
Compliance – A change in behavior due to direct requests from another person.
Obedience – A change in behavior due to commands from an authority figure.
Informational Social Influence – Conforming because we see others as a source of correct information.
Normative Social Influence – Conforming to fit in and be accepted by others.
Private Acceptance – When individuals genuinely believe in the correctness of a group’s decision.
Public Compliance – Conforming outwardly without necessarily believing in the group’s decision.
Muzafer Sherif’s Autokinetic Effect Study – A study demonstrating informational social influence, where individuals’ estimates of a moving light converged when in a group.
Solomon Asch’s Conformity Experiment – A study demonstrating normative social influence, where participants conformed to obviously incorrect answers given by a group.
Dissent in Conformity – The presence of at least one dissenter reduces conformity, even if the dissenter is also incorrect.
Handwashing Study – A study showing that people are more likely to wash their hands in public restrooms when someone else is present.
Stanley Milgram’s Obedience Study – A study in which participants were instructed to administer electric shocks, showing high levels of obedience to authority.
Tuning in the Learner – When participants could hear or see the learner in Milgram’s study, obedience decreased.
Tuning out the Experimenter – When the authority figure was less present or seemed less legitimate in Milgram’s study, obedience decreased.
Reciprocity Principle – The tendency to feel obligated to return favors.
Gift-Giving Study – A study showing that people are more likely to donate after receiving a small gift (e.g., address labels).
Door-in-the-Face Technique – A compliance strategy where a large request is made first, followed by a smaller, more reasonable request.
That’s-Not-All Technique – A compliance strategy where an initial offer is followed by additional benefits before the person has a chance to decide.
Scarcity Principle – People perceive limited opportunities as more valuable.
Authority Principle – People are more likely to comply with requests from figures perceived as authoritative or knowledgeable.
Uniform Compliance Study – A study showing that people are more likely to obey a request when the requester is dressed in a uniform.
Consistency/Commitment Principle – People feel pressure to behave consistently with past commitments.
Foot-in-the-Door Technique – A compliance strategy where a small initial request is made, followed by a larger request.
Billboard Study – A study demonstrating the foot-in-the-door technique, where agreeing to a small sign increased compliance with displaying a large billboard.
Low-Balling Technique – A compliance strategy where an initial low-cost commitment is made, but hidden additional costs are revealed later.
Liking Principle – People are more likely to comply with requests from people they like.
Consensus Principle – People tend to follow the behavior of others, especially in uncertain situations.