Weโve all allowed others to influence our decisions, whether consciously or subconsciously. But what underlying psychological factors are at play? How do social forces change the way we think, feel, and behave?
Recently onย The Science of Personality, cohostsย Ryne Sherman, PhD, andย Blake Loeppย chatted about how social interaction can cause people to change their behaviours.
โThe influence that our environment and other people have on us has an important impact on our lives,โ Ryne said. โHow do people influence us? And how do we impact others?โ
Letโs explore the three main types of social influence and how personality affects social influence.
Three Types of Social Influence
โInfluences come at us in all kinds of ways,โ Ryne said. From the placement of products on grocery store shelves to what the default option is for contributing to a 401(k), many things influence our behaviour, often without our awareness. These are the three main categories of social influence:
- Conformityย โ behavioural changes in response to a group
- Complianceย โ behavioural changes in response to a request
- Obedienceย โ behavioural changes in response to an authority figure
First, we discuss each category individually. Then we analyse why we tend to be so responsive to social influence.
Conformity
Conformity is a subtle form of influence. Ryne gave the example of standing in a public space and staring up at the sky. Even if thereโs nothing to see, people walking by will stop and look up. The more people standing together looking at the sky, the more passersby will also stop to look. If everybodyโs looking over there, they suppose, then there must be something of value. Conformity is about trying to match the responses of others.
Conforming to the crowd isnโt always positive, however. Researcher Solomon Ashe demonstrated that people will knowingly give an incorrect response to a simple question if others confidently give the wrong answer first.1ย โA lot of people are willing to comply to go along with the group. โThe groupโs saying this, so I guess Iโll say this as well,โโ Ryne said.
Compliance
People tend to act consistently with their past behaviour. A sales technique called foot-in-the-door demonstrates the effectiveness of compliance. โGaining compliance through little requests, this foot-in-the-door-notion, is really, really powerful,โ Ryne said.
Researchers Freedman and Fraser called homeowners and asked to enter the home to classify all the products presentโand were rejected by most homeowners. In a different round of the experiment, they first called and asked homeowners to say what brand of soap they used. The following day, they called with the classification request, and more than 50 percent of homeowners accepted.2ย Agreeing to a small thing first caused many people to dramatically change their behaviour when asked to agree to a bigger request.
Obedience
In the psychology world, obedience is about responding to a direct request or an order from an authority figure. The Milgram experiments are the classic demonstration of this form of social influence. Researcher Stanley Milgram investigated how long someone would administer electric shocks to another person when instructed to continue, even when the person receiving the shocks appeared to be in extreme pain.3
Part of what inspired the Milgram experiments was an attempt to explain how officers in Nazi Germany would commit horrendous acts under orders. How far would people follow orders? Who would resist? About 40 percent of people stopped the electric shocks despite pressure from a perceived authority figure.
Why Are We Susceptible to Social Influence?
People conform, comply, and obey for three overarching reasons: (1) choosing correctly, (2) gaining social approval, and (3) managing self-image.
We are influenced by others because it often helps us choose correctly. Social influence can be a shortcut to making correct decisions. Following common wisdom, a doctorโs medical advice, or a literal crowd conveys advantages when making choices.
We are also intrinsically motivated to seek social approval. Getting along with others is a universal human motivation. โBeing excluded is dangerous, historically and evolutionarily speaking,โ Ryne said. โIf youโre left alone on the savannah, you donโt survive very long.โ Exclusion makes us feel insecure, and acceptance makes us feel safe.
In a similar vein, we allow others to influence us so we seemย likeable. We reciprocate a gift, we defer to othersโ preferences, we do as we are toldโall to manage our reputations, or how others see us.
Social Influence and Personality
From a personality standpoint, two main characteristics relate to individual susceptibility to social influence. In the five-factor model, those are called agreeableness and conscientiousness. On theย Hogan Personality Inventory (HPI), they are the Interpersonal Sensitivity and Prudence scales. High Interpersonal Sensitivity relates to wanting to be liked. High Prudence has to do with respecting authority and obeying commands.
โIn personality psychology, there is this notion that being more conscientious and agreeable is always better. But of course, we talk about the downsides of high Prudence and high Interpersonal Sensitivity quite frequently,โ Ryne observed. For instance, a recent reproduction of the Milgram experiments showed that conscientiousness predicted applying more shocks and obeying the experimenterโs orders longer.
Making decisions to resist or accept social influence can be very difficult, depending on the consequences associated with the available choices. Resisting a group isnโt easy, and it isnโt necessarily beneficial either. As Ryne pointed out, โIf everybody says, โDonโt eat poison ivy,โ and I say, โIโm a nonconformist, so Iโm going to eat itโโwell, thereโs going to be consequences for that.โ
Listen to this conversation in full onย episode 114ย ofย The Science of Personality. Never miss an episode by following us anywhere you get podcasts.
References
- Asch, S. E. (1948). The Doctrine of Suggestion, Prestige and Imitation in Social Psychology.ย Psychological Review, 55(5), 250โ276.ย https://doi.org/10.1037/h0057270
- Freedman, J. L., & Fraser, S. C. (1966). Compliance Without Pressure: The Foot-in-the-Door Technique.ย Journal of Personality and Social Psychology, 4(2), 195โ202.ย https://doi.org/10.1037/h0023552
- Milgram, S. (1963). Behavioral Study of Obedience.ย The Journal of Abnormal and Social Psychology, 67(4), 371โ378.ย https://doi.org/10.1037/h0040525
*This blog was originally published onย Hogan Assessments