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第91行： − − Persuasion is the process of guiding oneself or another toward the adoption of an attitude by rational or symbolic means. Robert Cialdini defined six "weapons of influence": reciprocity, commitment, social proof, authority, liking, and scarcity. These "weapons of influence" attempt to bring about conformity by directed means. Persuasion can occur through appeals to reason or appeals to emotion. − − 说服是指通过理性或象征性的手段引导自己或他人采取某种态度的过程。罗伯特·恰尔迪尼定义了六种“影响力武器” : 互惠、承诺、社会认同、权威、喜好和匮乏。这些“有影响力的武器”试图通过直接手段实现一致性。说服可以通过诉诸理性或诉诸情感来进行。 第198行：
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第224行： + + + + − 那些被认为是专家的人可能会因为他们被认为是专家而产生社会影响。这涉及到可信度，一种社会影响的工具，人们可以从中借鉴信任的概念。人们相信一个人是可信的，原因有很多，比如经验，吸引力，知识等等。此外，维护自己的声誉而不被视为边缘人物的压力可能会增加人们赞同这个群体的倾向。这种现象被称为群体思维。对权威的诉求尤其会影响服从的准则。在著名的米尔格拉姆实验中，正常人对权威的顺从展示了感知到的权威的力量。+
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内化
{{Main article|Internalization}}
{{Main article|Internalization}}
===Reactance===
===Reactance===
反抗
{{Main article|Reactance (psychology)}}
{{Main article|Reactance (psychology)}}
Persuasion is the process of guiding oneself or another toward the adoption of an attitude by rational or symbolic means. [[Robert Cialdini]] defined six "weapons of influence": [[norm of reciprocity|reciprocity]], commitment, [[social proof]], [[authority]], liking, and [[scarcity]]. These "weapons of influence" attempt to bring about conformity by directed means. Persuasion can occur through [[Reason|appeals to reason]] or [[Appeal to emotion|appeals to emotion]].<ref name="Cialdini">Cialdini, Robert B. (2001). ''Influence: Science and practice (4th ed.)''. Boston: Allyn & Bacon. {{ISBN|0-321-01147-3}}</ref>
Persuasion is the process of guiding oneself or another toward the adoption of an attitude by rational or symbolic means. [[Robert Cialdini]] defined six "weapons of influence": [[norm of reciprocity|reciprocity]], commitment, [[social proof]], [[authority]], liking, and [[scarcity]]. These "weapons of influence" attempt to bring about conformity by directed means. Persuasion can occur through [[Reason|appeals to reason]] or [[Appeal to emotion|appeals to emotion]].<ref name="Cialdini">Cialdini, Robert B. (2001). ''Influence: Science and practice (4th ed.)''. Boston: Allyn & Bacon. {{ISBN|0-321-01147-3}}</ref>
Persuasion is the process of guiding oneself or another toward the adoption of an attitude by rational or symbolic means. Robert Cialdini defined six "weapons of influence": reciprocity, commitment, social proof, authority, liking, and scarcity. These "weapons of influence" attempt to bring about conformity by directed means. Persuasion can occur through appeals to reason or appeals to emotion.
说服是指通过理性或象征性的手段引导自己或他人采取某种态度的过程。罗伯特·恰尔迪尼定义了六种“影响力武器” : 互惠、承诺、社会认同、权威、喜好和匮乏。这些“有影响力的武器”试图通过直接手段实现一致性。说服可以通过诉诸理性或诉诸情感来实现。
Those perceived as experts may exert social influence as a result of their perceived expertise. This involves credibility, a tool of social influence from which one draws upon the notion of trust. People believe an individual to be credible for a variety of reasons, such as perceived experience, attractiveness, knowledge, etc. Additionally, pressure to maintain one's reputation and not be viewed as fringe may increase the tendency to agree with the group. This phenomenon is known as groupthink. Appeals to authority may especially affect norms of obedience. The compliance of normal humans to authority in the famous Milgram experiment demonstrate the power of perceived authority.
Those perceived as experts may exert social influence as a result of their perceived expertise. This involves credibility, a tool of social influence from which one draws upon the notion of trust. People believe an individual to be credible for a variety of reasons, such as perceived experience, attractiveness, knowledge, etc. Additionally, pressure to maintain one's reputation and not be viewed as fringe may increase the tendency to agree with the group. This phenomenon is known as groupthink. Appeals to authority may especially affect norms of obedience. The compliance of normal humans to authority in the famous Milgram experiment demonstrate the power of perceived authority.
那些被认为是专家的人可能会因为他们专家的身份而产生社会影响。这种现象涉及到可信度，可信度作为一种社会影响的工具，人们可以从中借鉴信任的概念。人们相信一个人是可信的，原因有很多，比如经验，吸引力，知识等等。此外，维护自己的声誉而不被视为边缘人物的压力可能会增加人们赞同这个群体的倾向。这种现象被称为群体思维。对权威的诉求尤其会影响服从的准则。在著名的米尔格拉姆实验中，正常人对权威的顺从展示了感知到的权威的力量。