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Cited by 489Social and Intergroup PsychologyPsychology of Social InfluenceSocial Power and Status Dynamics

Interests, Relationships, Identities: Three Central Issues for Individuals and Groups in Negotiating Their Social Environment

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Kelman, Herbert C.·2006·Annual Review of Psychology
DOI 10.1146/annurev.psych.57.102904.190156
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Abstract

This chapter begins with a summary of a model, developed half a century ago, that distinguishes three qualitatively different processes of social influence: compliance, identification, and internalization. The model, originally geared to and experimentally tested in the context of persuasive communication, was subsequently applied to influence in the context of long-term relationships, including psychotherapy, international exchanges, and the socialization of national/ethnic identity. It has been extended to analysis of the relationship of individuals to social systems. Individuals' rule, role, and value orientations to a system—conceptually linked to compliance, identification, and internalization—predict different reactions to their own violations of societal standards, different patterns of personal involvement in the political system, and differences in attitude toward authorities and readiness to obey. In a further extension of the model, three approaches to peacemaking in international or intergroup conflicts are identified—conflict settlement, conflict resolution, and reconciliation—which, respectively, focus on the accommodation of interests, relationships, and identities, and are conducive to changes at the level of compliance, identification, and internalization.

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  1. [1]1. self-image of Scandinavians: a preliminary analysis of reactions to a new environment. J. Soc. Issues 18(1):30-40
  2. [24]24. Kelman HC. 1972a. The problem-solving workshop in conflict resolution. In Commu- nication in International Politics, ed. RL Merritt, pp. 168-204. Urbana: Univ. Ill. Press
  3. [30]30. Kelman HC. 1993. Conceptions of civic respon- sibility and the role of education in a multi- cultural world. Swarthmore Papers 1(1):33- 49
  4. [43]43. Steiner, M Fishbein, pp. 371-82. New York:
  5. [45]45. Smith MB, Bruner JS, White RW. 1956. Opin- ions and Personality. New York: Wiley
  6. [46]46. Turner JC. 1991. Social Influence. Milton Keynes, UK: Open Univ. Press

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Authors
Kelman, H. C.
Affiliations
Harvard University (US)
Corresponding author
Kelman, Herbert C.
ORCID
Kelman, Herbert C.
Venue
Annual Review of Psychology
Publisher
Annual Reviews
Published
2006-01-01
Volume
57
Issue
1
Pages
1-26
ISSN
  • 0066-4308 (ISSN-L)
  • 1545-2085
DOI
10.1146/annurev.psych.57.102904.190156
OpenAlex
W2147623517
Cited by
489
References
57
Citations by year
2026: 23 · 2025: 42 · 2024: 42 · 2023: 43 · 2022: 29 · 2021: 29 · 2020: 29 · 2019: 30 · 2018: 27 · 2017: 25 · 2016: 17 · 2015: 21 · 2014: 23 · 2013: 10 · 2012: 23
FWCI
3.82
Type
journal article
Language
en
Open access
Locations
  • Annual Review of Psychology (publishedVersion)
  • PubMed (publishedVersion)
  • Digital Access to Scholarship at Harvard (DASH) (Harvard University) (submittedVersion, cc-by)
Topics
  • Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
  • Social Sciences › Sociology and Political Science › Psychology of Social Influence
  • Social Sciences › Sociology and Political Science › Social Power and Status Dynamics
Keywords
social influence, compliance, identification, internalization, persuasive communication, long-term relationships, psychotherapy, international exchange, ethnic identity, political participation, attitudes toward authority, obedience, conflict resolution, reconciliation, intergroup conflict, peacemaking
MeSH terms
Attitude, Humans, Interpersonal Relations, Politics, Social Dominance, Social Environment, Social Identification, Negotiating

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