Social Influence and Obedience

📋 Course Outline

1. Social Influence and Its Vectors
2. From Ideas to Behavior
3. Identification and Naturalization
4. Cognitive Dissonance and Engagement
5. Compliance Weapons and Techniques
6. Obedience to Legitimate Authority
7. Milgram’s Experiment and Its Conditions

📖 1. Social Influence and Its Vectors

🔑 Key Concepts & Definitions

• Social influence : Doise, 1982 — The set of processes that modify an individual’s perceptions, judgments, attitudes, or behaviors when the individual is confronted with those of one or more other individuals.

★ Must-know

📌 A voluntary agreement to a request differs from obedience to an order because obedience is obtained through coercion or submission to a legitimate authority.

• The six vectors are:
  • personality factors
  • social perception
  • promises of need satisfaction and rewards
  • interpersonal interaction
  • group phenomena
  • organizational power

Further detail

• Social influence can occur between two isolated individuals, within a group, or within an organization, and it may be deliberate or perceived as natural and positive or negative depending on the point of view.

💡 Memory Hook