Social influence

  • Tony Malim
Part of the Introductory Psychology book series (IPS)


At the end of this chapter you should be able to:
  1. 1.

    Distinguish between conformity and compliance.

  2. 2.

    Describe some of the research on conformity to social norms by Asch and others.

  3. 3.

    Identify what is meant by foot-in-the-door, door-in-the-face, that’s-not-all and low-ball techniques.

  4. 4.

    Describe and comment upon Milgram’s experiments on obedience, particularly in respect of the ethics involved.

  5. 5.

    Indicate the relative importance of situation and personality in the emergence of leadership.

  6. 6.

    Describe Fiedler’s contingency model of leadership.

  7. 7.

    Describe the effects on decision-making of different communication structures within an organisation.

  8. 8.

    Identify what are meant by deindividuation and dehumanisation in relation to crowds of people.



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Further Reading

  1. K. Deaux, F. C. Dane and L. S. Wrightsman, Social Psychology in the 90s, (6th ed) (Pacific Grove, Cal.: Brooks-Cole, 1993).Google Scholar
  2. N. Hayes, Foundations of Psychology (London: Routledge, 1994).Google Scholar
  3. M. A. Hogg and G. M. Vaughan, Social Psychology: an Introduction (London: Prentice-Hall, Harvester Wheatsheaf, 1994).Google Scholar

Copyright information

© Tony Malim 1997

Authors and Affiliations

  • Tony Malim

There are no affiliations available

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