ABSTRACT
Research bearing on the role of guilt in social influence is reviewed in this chapter. Guilt is an emotion naturally suited to exploitation in the service of social influence, by virtue of its action-motivating aspects and its ability to be aroused by relationally significant others. Guilt can be a very powerful influence mechanism, as indicated by studies of guilt arousal in everyday life (where self-reports of behavioral change suggest that guilt commonly effects change), by studies of the relationship between transgressions and compliance (in which, a meta-analytic review reveals, relatively large effects of transgression on compliance are obtained under a variety of conditions), and by studies of hypocrisy-induction effects (which commonly are ascribed to dissonance but might equally well reflect guilt). However, guilt-based influence can fail quite dramatically; a meta-analysis of research on guilt-based appeals in persuasive messages reveals that, although more-explicit guilt appeals successfully arouse greater guilt than do less-explicit appeals, they are significantly less persuasive. Finally, recent research suggests that anticipated guilt feelings can play an important role in shaping conduct and hence may provide mechanisms of social influence.
