ABSTRACT
In the early 1950s the author develops a theoretical framework for the analysis of social influence, based on a qualitative distinction between three processes of influence: compliance, identification, and internalization. For each of these, a distinct set of antecedents and consequents is postulated. The model is particularly concerned with specifying the conditions under which changes induced by social influence attempts are temporary and superficial and, by contrast, those under which such changes are lasting and integrated into the person's belief and value systems. The approach to social influence is closely linked to two other traditions within social psychology: Lewinian field theory and functional theories of attitudes. The term social influence is used to refer to socially induced behavior change. Thus, social influence can be said to have occurred whenever a person changes his behavior as a result of induction by another person or group.
