Sage Journals: Discover world-class research

Abstract

A preliminary study of influential relationships in their lives was carried out on the basis of reports from 10 subjects. These were content-analyzed for source characteristics, types of relationship, nature of the influence process, source/content orientation, and the functional autonomy of induced behavior or attitudes. A mixture of the processes of influence described by Kelman (1958) emerges in some cases, either through various combinations of socialpower, attractiveness, or credibility, or by successive stages of compliance, identification, or internalization. In long-term relationships, internalization may follow initial identification for source-oriented subjects, provided that conflicting influences are minimal. There is some evidence that the process of influence for content-oriented subjects operates in the way that Kelman and Eagly (1965) suggest. The functional autonomy of induced behavior or opinions is a likely outcome of long-term satisfying relationships whether the source characteristics are predominantly attractiveness or credibility.

Get full access to this article

View all access options for this article.

References

ASCH, S. E. Effects of group pressures upon modification and distortion of judgements. In E. E. Maccoby , T. M. Newcomb , & E. L. Hartley (Eds.), Readings in social psychology (3rd Ed.) New York: Holt , 1958, pp. 174-183.

EAGLY, A. H. , & HIMMELFARB, S. Current trends in attitude theory and research. In S. Himmelfarb & A. H. Eagly (Eds.), Readings in attitude change (1st Ed.). New York: Wiley , 1974, pp. 594-611.

FESTINGER, L. An analysis of compliant behaviour. In M. Sherif & M. O. Wilson (Eds.), Group relations at the crossroads. New York: Harper , 1953, pp. 232-256.

HIMMELFARB, S. , & EAGLY, A. H. (Eds.) (1974). Readings in attitude change. New York: Wiley , 1974.

HOVLAND, C. I. , JANIS, I. L. , & KELLEY, H. H. Communication and persuasion. New Haven: Yale University Press , 1953.

KELMAN, H. C. Compliance, identification and internalisation . Journal of Conflict Resolution, 1958, 2, 51-60 .

KELMAN, H. C. , & EAGLY, A. H. , Attitude towards the communicator, perception of communication content, and attitude change . Journal of Personality and Social Psychology, 1965, 1, 63-78 .

KELMAN, H. C. , & HOVLAND, C. I. "Reinstatement" of the Communicator in delayed measurement of opinion change . Journal of Abnormal and Social Psychology, 1953, 48, 327-335 .

KIESLER, C. A. , & KIESLER, S. B. Conformity. Reading, Mass.:Addison-Wesley , 1969.

10.

MILGRAM, S. Obedience to authority. London: Tavistock , 1974.

11.

ZIMBARDO, P. , & EBBESEN, E. B. Influencing attitudes and changing behaviour. Reading, Mass.: Addison-Wesley , 1969.

Some "Real-Life" Accounts of Influential Relationships

Abstract

Get full access to this article

References