The DOI matches its Crossref record; 56 of the 57 references it cites were found in a registry or an index.
Interests, Relationships, Identities: Three Central Issues for Individuals and Groups in Negotiating Their Social Environment
Open accessAbstract
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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Cites
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Schouten, A. P., Janssen, L., & Verspaget, M. (2020) · International Journal of Advertising · doi:10.1080/02650487.2019.1634898 · Cited by 1,422
Why do People Comply with the Law?: Legitimacy and the Influence of Legal Institutions
Jackson, J., Bradford, B., Hough, M., Myhill, A., Quinton, P., & Tyler, T. R. (2012) · The British Journal of Criminology · doi:10.1093/bjc/azs032 · Cited by 1,114
Exploring the relationship between celebrity endorser effects and advertising effectiveness
Amos, C., Holmes, G. R., & Strutton, D. R. (2008) · International Journal of Advertising · doi:10.1080/02650487.2008.11073052 · Cited by 835
Jin, S. A., & Phua, J. (2014) · Journal of Advertising · doi:10.1080/00913367.2013.827606 · Cited by 900
UNDER THREAT: RESPONSES TO THE CONSEQUENCES OF THREATS TO INDIVIDUALS' IDENTITIES.
Petriglieri, J. L. (2011) · Academy of Management Review · doi:10.5465/amr.2009.0087 · Cited by 898
Metadata
- 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
- 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
- bronze
- doi.org
- 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 › Psychology › Social Psychology › 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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