SOCPSY 1Z03 Chapter Notes - Chapter 9: Physical Attractiveness, Chiropractic, Neuroticism
7 Dec 2016
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Social in uence occurs when one person (the source) engages in some behaviour (such as persuading, threatening, promising, or issuing orders) that causes another person (the target) to behave differently from how he or she would otherwise behave. Social in uence leads to a variety of outcomes. The in uencing source may produce an attitude change - a change in the target"s beliefs and attitudes about some issue, person, or situation. Compliance occurs when the target"s behaviour conforms to the source"s request or demands. Some social in uence attempts produce both attitude change and compliance. Many social in uence attempts prove ineffective, producing little or no change in the target. Orders issued by direct authority frequently obtain compliance, but at other times, their targets may respond with de ance or open revolt. In uence attempts can be either open or covertly manipulative. In open in uence, the attempt is readily apparent to the target.
