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'''Social influence''' comprises the ways in which individuals change their behavior to meet the demands of a social environment. It takes many forms and can be seen in [[conformity]], [[socialization]], [[peer pressure]], [[obedience (human behavior)|obedience]], [[leadership]], [[persuasion]], [[sales]], and [[marketing]]. Typically social influence results from a specific action, command, or request, but people also alter their attitudes and behaviors in response to what they perceive others might do or think. In 1958, Harvard psychologist [[Herbert Kelman]] identified three broad varieties of social influence.<ref name="Kelman">{{cite journal|author=Kelman, H.|year=1958|title=Compliance, identification, and internalization: Three processes of attitude change|journal=Journal of Conflict Resolution|volume=2|issue=1|pages=51–60|doi=10.1177/002200275800200106|url=http://scholar.harvard.edu/hckelman/files/Compliance_identification_and_internalization.pdf}}</ref>

'''Social influence''' comprises the ways in which individuals change their behavior to meet the demands of a social environment. It takes many forms and can be seen in [[conformity]], [[socialization]], [[peer pressure]], [[obedience (human behavior)|obedience]], [[leadership]], [[persuasion]], [[sales]], and [[marketing]]. Typically social influence results from a specific action, command, or request, but people also alter their attitudes and behaviors in response to what they perceive others might do or think. In 1958, Harvard psychologist [[Herbert Kelman]] identified three broad varieties of social influence.<ref name="Kelman">{{cite journal|author=Kelman, H.|year=1958|title=Compliance, identification, and internalization: Three processes of attitude change|journal=Journal of Conflict Resolution|volume=2|issue=1|pages=51–60|doi=10.1177/002200275800200106|url=http://scholar.harvard.edu/hckelman/files/Compliance_identification_and_internalization.pdf}}</ref>

Compliance is when people appear to agree with others but actually keep their dissenting opinions private.

Compliance is when people appear to agree with others but actually keep their dissenting opinions private.

'''<font color="#ff8000"> 顺从Compliance</font>'''是指人们表面上同意他人的意见，但实际上却持有隐秘的反对态度。

'''<font color="#ff8000"> 顺从Compliance</font>'''是指人们表面上同意他人的意见，但实际上却持有隐秘的反对态度。

Social influence is a broad term that relates to many different phenomena. Listed below are some major types of social influence that are being researched in the field of [[social psychology]]. For more information, follow the main article links provided.

Social influence is a broad term that relates to many different phenomena. Listed below are some major types of social influence that are being researched in the field of [[social psychology]]. For more information, follow the main article links provided.

===Kelman's varieties===

===Kelman's varieties===

There are three processes of attitude change as defined by Harvard psychologist Herbert Kelman in a 1958 paper published in the ''Journal of Conflict Resolution''. The purpose of defining these processes was to help determine the effects of social influence: for example, to separate public conformity (behavior) from private acceptance (personal belief).

There are three processes of attitude change as defined by Harvard psychologist Herbert Kelman in a 1958 paper published in the ''Journal of Conflict Resolution''. The purpose of defining these processes was to help determine the effects of social influence: for example, to separate public conformity (behavior) from private acceptance (personal belief).

哈佛大学心理学家Herbert Kelman 1958年发表在《冲突解决学报》上的论文中定义了'''<font color="#ff8000"> 态度转变attitude change </font>'''的三个过程。定义这些过程的目的是帮助确定社会影响的作用：例如，将公众的服从（行为）与私人的接受（个人信仰）分开。

哈佛大学心理学家Herbert Kelman 1958年发表在《冲突解决学报》<ref name="Kelman" />上的论文中定义了'''<font color="#ff8000"> 态度转变attitude change </font>'''的三个过程。定义这些过程的目的是帮助确定社会影响的作用：例如，将公众的服从（行为）与私人的接受（个人信仰）分开。

====Compliance====

====Compliance====

{{Main article|Compliance (psychology)}}

{{Main article|Compliance (psychology)}}

Compliance is the act of responding favorably to an explicit or implicit request offered by others. Technically, compliance is a change in behavior but not necessarily in attitude; one can comply due to mere obedience or by otherwise opting to withhold private thoughts due to social pressures. According to Kelman's 1958 paper, the satisfaction derived from compliance is due to the social effect of the accepting influence (i.e., people comply for an expected reward or punishment-aversion).

Compliance is the act of responding favorably to an explicit or implicit request offered by others. Technically, compliance is a change in behavior but not necessarily in attitude; one can comply due to mere obedience or by otherwise opting to withhold private thoughts due to social pressures. According to Kelman's 1958 paper, the satisfaction derived from compliance is due to the social effect of the accepting influence (i.e., people comply for an expected reward or punishment-aversion).

服从是对他人提出的或明确或隐含的请求做出积极响应的行为。严格来说，服从是行为的改变，但不一定是态度的改变。 一个人可以仅仅为了服从而服从，也可以因为社会压力而选择隐瞒个人想法<ref name="Aronson">Aronson, Elliot, Timothy D. Wilson, and Robin M. Akert. Social Psychology. Upper Saddle River, NJ: Prentice Hall, 2010. Print.</ref>。 根据凯尔曼1958年发表的论文，之所以会从服从中获得满足感，是因为人接受了影响力的社会影响（即人们遵守了预期的奖励或规避惩罚的行为）。

顺从是对他人提出的或明确或隐含的请求做出积极响应的行为。严格来说，顺从是行为的改变，但不一定是态度的改变。 一个人可以仅仅为了顺从而顺从，也可以因为社会压力而选择隐瞒个人想法<ref name="Aronson">Aronson, Elliot, Timothy D. Wilson, and Robin M. Akert. Social Psychology. Upper Saddle River, NJ: Prentice Hall, 2010. Print.</ref>。 根据凯尔曼1958年发表的论文，之所以会从顺从中获得满足感，是因为人接受了影响力的社会影响（即人们遵守了预期的奖励或规避惩罚的行为）<ref name="Kelman" />。

====Identification====

====Identification====

Obedience is a form of social influence that derives from an authority figure. The Milgram experiment, Zimbardo's Stanford prison experiment, and the Hofling hospital experiment are three particularly well-known experiments on obedience, and they all conclude that humans are surprisingly obedient in the presence of perceived legitimate authority figures.

Obedience is a form of social influence that derives from an authority figure. The Milgram experiment, Zimbardo's Stanford prison experiment, and the Hofling hospital experiment are three particularly well-known experiments on obedience, and they all conclude that humans are surprisingly obedient in the presence of perceived legitimate authority figures.

{{Main article|Identification (psychology)}}

{{Main article|Identification (psychology)}}

Reactance is the adoption of a view contrary to the view that a person is being pressured to accept, perhaps due to a perceived threat to behavioral freedoms. This phenomenon has also been called ''anticonformity''. While the results are the opposite of what the influencer intended, the reactive behavior is a result of social pressure. It is notable that anticonformity does not necessarily mean ''independence''. In many studies, reactance manifests itself in a deliberate rejection of an influence, even if the influence is clearly correct.

Reactance is the adoption of a view contrary to the view that a person is being pressured to accept, perhaps due to a perceived threat to behavioral freedoms. This phenomenon has also been called ''anticonformity''. While the results are the opposite of what the influencer intended, the reactive behavior is a result of social pressure. It is notable that anticonformity does not necessarily mean ''independence''. In many studies, reactance manifests itself in a deliberate rejection of an influence, even if the influence is clearly correct.

'''<font color="#ff8000">反抗reactance </font>'''是一个人采纳一种与他被迫接受观点相反的观点的行为，这种观点可能是由于此人的行为自由受到了威胁。这种现象也被称为“'''<font color="#ff8000">反顺从anticonformity </font>'''”。虽然结果与影响者的预期相反，但这种反应是社会压力导致的<ref name="Brehm">Brehm, J. W. (1966). A theory of psychological reactance. Academic Press</ref>。值得注意的是，反顺从并不一定意味着独立。在许多研究中，反抗表现为对某种影响的刻意排斥，即使这种影响显然是正确的。

'''<font color="#ff8000">反抗reactance </font>'''是一个人采纳一种与他被迫接受观点相反的观点的行为，这种观点可能是由于此人的行为自由受到了威胁。这种现象也被称为“'''<font color="#ff8000">反顺从anticonformity </font>'''”。虽然结果与影响者的预期相反，但这种反应是社会压力导致的<ref name="Brehm">Brehm, J. W. (1966). A theory of psychological reactance. Academic Press</ref>。值得注意的是，反顺从并不一定意味着独立。在许多研究中，反抗表现为对某种影响的刻意排斥，即使这种影响显然是正确的<ref name="Frager">{{cite journal | last1 = Frager | first1 = R | year = 1970 | title = Conformity and anti-conformity in Japan | url = | journal = Journal of Personality and Social Psychology | volume = 15 | issue = 3| pages = 203–210 | doi=10.1037/h0029434}}</ref>。

===Obedience===

===Obedience===

Obedience is a form of social influence that derives from an authority figure. The [[Milgram experiment]], Zimbardo's [[Stanford prison experiment]], and the [[Hofling hospital experiment]] are three particularly well-known experiments on obedience, and they all conclude that humans are surprisingly obedient in the presence of perceived legitimate authority figures.

Obedience is a form of social influence that derives from an authority figure. The [[Milgram experiment]], Zimbardo's [[Stanford prison experiment]], and the [[Hofling hospital experiment]] are three particularly well-known experiments on obedience, and they all conclude that humans are surprisingly obedient in the presence of perceived legitimate authority figures.

服从是一种源自权威人物的社会影响力形式。 Milgram实验，津巴多 Zinmbardo的斯坦福监狱实验和赫夫林医院实验是三个特别知名的服从性实验，它们都得出结论：在有感知力的情况下，人类意外地全都服从了合法的权威人物。

服从是一种源自权威人物的社会影响力形式。 米尔格拉姆实验，津巴多的斯坦福监狱实验和赫夫林医院实验是三个特别知名的服从性实验，它们都得出结论：在有感知力的情况下，人类意外地全都服从了合法的权威人物。

===Persuasion===

===Persuasion===

{{Main article|Persuasion}}

{{Main article|Persuasion}}

'''<font color="#ff8000">说服persuasion </font>''' 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.

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.

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'''<font color="#ff8000">可信度credibility </font>'''，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'''<font color="#ff8000">群体思维groupthink </font>'''。对权威的诉求尤其会影响服从的准则。在著名的Milgram实验中，正常人对权威的顺从展示了既定权威的力量。

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'''<font color="#ff8000">可信度credibility </font>'''，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'''<font color="#ff8000">群体思维groupthink </font>'''。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既定权威的力量。

Propaganda is information that is not objective and is used primarily to influence an audience and further an agenda, often by presenting facts selectively to encourage a particular synthesis or perception, or using loaded language to produce an emotional rather than a rational response to the information that is presented.

Propaganda is information that is not objective and is used primarily to influence an audience and further an agenda, often by presenting facts selectively to encourage a particular synthesis or perception, or using loaded language to produce an emotional rather than a rational response to the information that is presented.

===Hard power===

===Hard power===

Hard power is the use of [[military]] and [[economics|economic]] means to influence the behavior or interests of other political bodies. This form of [[political power]] is often aggressive ([[coercion]]), and is most effective when imposed by one political body upon another of lesser military and/or [[economic power]].<ref name=hard>{{cite web|title=Hard Power Vs. Soft Power|url=http://www.themarknews.com/articles/895-hard-power-vs-soft-power|publisher=The Mark|accessdate=26 April 2012|author=Daryl Copeland|date=Feb 2, 2010|url-status=dead|archiveurl=https://web.archive.org/web/20120501050956/http://www.themarknews.com/articles/895-hard-power-vs-soft-power|archivedate=1 May 2012}}</ref>  Hard power contrasts with [[soft power]], which comes from [[diplomacy]], [[culture]] and [[history]].<ref name=hard/>

Hard power is the use of [[military]] and [[economics|economic]] means to influence the behavior or interests of other political bodies. This form of [[political power]] is often aggressive ([[coercion]]), and is most effective when imposed by one political body upon another of lesser military and/or [[economic power]].<ref name=hard>{{cite web|title=Hard Power Vs. Soft Power|url=http://www.themarknews.com/articles/895-hard-power-vs-soft-power|publisher=The Mark|accessdate=26 April 2012|author=Daryl Copeland|date=Feb 2, 2010|url-status=dead|archiveurl=https://web.archive.org/web/20120501050956/http://www.themarknews.com/articles/895-hard-power-vs-soft-power|archivedate=1 May 2012}}</ref>  Hard power contrasts with [[soft power]], which comes from [[diplomacy]], [[culture]] and [[history]].<ref name=hard/>

Hard power is the use of militaryand economic means to influence the behavior or interests of other political bodies. This form of political power is often aggressive (coercion), and is most effective when imposed by one political body upon another of lesser military and or economic power.

Hard power is the use of militaryand economic means to influence the behavior or interests of other political bodies. This form of political power is often aggressive (coercion), and is most effective when imposed by one political body upon another of lesser military and or economic power. Hard power contrasts with soft power, which comes from diplomacy, culture and history.

硬实力是为影响其他政治团体行为或利益而对军事实力和经济实力的使用。这种形式的政治权力通常是侵略性的（强制性的），并且在被一个政治机构强加给另一个军事和经济实力较小的政治机构时最为有效<ref name=hard>{{cite web|title=Hard Power Vs. Soft Power|url=http://www.themarknews.com/articles/895-hard-power-vs-soft-power|publisher=The Mark|accessdate=26 April 2012|author=Daryl Copeland|date=Feb 2, 2010|url-status=dead|archiveurl=https://web.archive.org/web/20120501050956/http://www.themarknews.com/articles/895-hard-power-vs-soft-power|archivedate=1 May 2012}}</ref>。

硬实力是为影响其他政治团体行为或利益而对军事实力和经济实力的使用。这种形式的政治权力通常是侵略性的（强制性的），并且在被一个政治机构强加给另一个军事和经济实力较小的政治机构时最为有效<ref name=hard>{{cite web|title=Hard Power Vs. Soft Power|url=http://www.themarknews.com/articles/895-hard-power-vs-soft-power|publisher=The Mark|accessdate=26 April 2012|author=Daryl Copeland|date=Feb 2, 2010|url-status=dead|archiveurl=https://web.archive.org/web/20120501050956/http://www.themarknews.com/articles/895-hard-power-vs-soft-power|archivedate=1 May 2012}}</ref>。硬实力与源于外交、文化和历史的文化软实力形成对比<ref name=hard/>。

A social network is a social structure made up of nodes (representing individuals or organizations) which are connected (through ties, also called edges, connections, or links) by one or more types of interdependency (such as friendship, common interests or beliefs, sexual relations, or kinship). Social network analysis uses the lens of network theory to examine social relationships. Social network analysis as a field has become more prominent since the mid-20th century in determining the channels and effects of social influence. For example, Christakis and Fowler found that social networks transmit states and behaviors such as obesity, smoking, drinking and happiness.

A social network is a social structure made up of nodes (representing individuals or organizations) which are connected (through ties, also called edges, connections, or links) by one or more types of interdependency (such as friendship, common interests or beliefs, sexual relations, or kinship). Social network analysis uses the lens of network theory to examine social relationships. Social network analysis as a field has become more prominent since the mid-20th century in determining the channels and effects of social influence. For example, Christakis and Fowler found that social networks transmit states and behaviors such as obesity, smoking, drinking and happiness.

However, important flaws have been identified in the contagion model for social influence which is assumed and used in many of the above studies. In order to address these flaws, causal inference methods have been proposed instead, to systematically disentangle social influence from other possible confounding causes when using observational data.

However, important flaws have been identified in the contagion model for social influence which is assumed and used in many of the above studies. In order to address these flaws, causal inference methods have been proposed instead, to systematically disentangle social influence from other possible confounding causes when using observational data.

===Social impact theory===

===Social impact theory===

Social impact theory was developed by Bibb Latané in 1981. This theory asserts that there are three factors which increase a person's likelihood to respond to social influence:

Social impact theory was developed by Bibb Latané in 1981. This theory asserts that there are three factors which increase a person's likelihood to respond to social influence:

社会影响理论是由比伯·拉坦纳 Bibb Latané在1981年提出的。该理论断言，有三个因素会增加一个人对社会影响做出反应的可能性：

社会影响理论是由比伯·拉坦纳 Bibb Latané在1981年提出的。该理论断言，有三个因素会增加一个人对社会影响做出反应的可能性<ref>{{cite journal | last1 = Latané | first1 = B | year = 1981 | title = The psychology of social impact | doi = 10.1037/0003-066x.36.4.343 | journal = American Psychologist | volume = 36 | issue = 4| pages = 343–356 }}</ref>：

*''Strength'': The importance of the influencing group to the individual

*''Strength'': The importance of the influencing group to the individual

Robert Cialdini defines six "weapons of influence" that can contribute to an individual's propensity to be influenced by a persuader:

Robert Cialdini defines six "weapons of influence" that can contribute to an individual's propensity to be influenced by a persuader:

*[[norm of reciprocity|Reciprocity]]: People tend to return a favor.

*[[norm of reciprocity|Reciprocity]]: People tend to return a favor.

* Social proof: People will be more open to things that they see others doing. For example, seeing others compost their organic waste after finishing a meal may influence the subject to do so as well.

* Social proof: People will be more open to things that they see others doing. For example, seeing others compost their organic waste after finishing a meal may influence the subject to do so as well.

* 社会认同：人们会更倾向于接受其他人都在做的事情。例如，如果看见其他人晚餐之后把剩饭剩菜用来堆肥，这会影响他们也去这样做。

* 社会认同：人们会更倾向于接受其他人都在做的事情。例如，如果看见其他人晚餐之后把剩饭剩菜用来堆肥，这会影响他们也去这样做<ref>{{cite journal|author=Sussman, R.|author2=Gifford, R.|name-list-style=amp|year=2013|title=Be the Change You Want to See: Modeling Food Composting in Public Places|journal=Environment & Behavior|volume=45|issue=3|pages=323–343|doi=10.1177/0013916511431274|url=https://semanticscholar.org/paper/0de18b4adf6b128027a3f4c0bc8d757426f20421}}</ref>。

*[[Authority]]: People will tend to obey authority figures.

*[[Authority]]: People will tend to obey authority figures.

Social Influence is strongest when the group perpetrating it is consistent and committed. Even a single instance of dissent can greatly wane the strength of an influence. For example, in Milgram's first set of obedience experiments, 65% of participants complied with fake authority figures to administer "maximum shocks" to a confederate. In iterations of the Milgram experiment where three people administered shocks (two of whom were confederates), once one confederate disobeyed, only ten percent of subjects administered the maximum shocks.

Social Influence is strongest when the group perpetrating it is consistent and committed. Even a single instance of dissent can greatly wane the strength of an influence. For example, in Milgram's first set of obedience experiments, 65% of participants complied with fake authority figures to administer "maximum shocks" to a confederate. In iterations of the Milgram experiment where three people administered shocks (two of whom were confederates), once one confederate disobeyed, only ten percent of subjects administered the maximum shocks.

当团体的社会影响力一致且坚定时，社会影响力才最强。 即使只有一个异议也可以大大削弱影响力。 例如，在Milgram的第一组服从实验中，有65％的参与者遵从假冒的权威人物来对盟友施加“最大冲击”。 在Milgram实验的迭代中，三个人进行了电击（其中两个人是盟友），一旦其中一个不服从，就只有百分之十的受试者遭受了最大电击。

当团体的社会影响力一致且坚定时，社会影响力才最强。 即使只有一个异议也可以大大削弱影响力。 例如，在Milgram的第一组服从实验中，有65％的参与者遵从假冒的权威人物来对盟友施加“最大冲击”。 在Milgram实验的迭代中，三个人进行了电击（其中两个人是盟友），一旦其中一个不服从，就只有百分之十的受试者遭受了最大电击<ref name=ObedStudy>{{cite journal|last=Milgram |first=Stanley |year=1963 |title=Behavioral Study of Obedience |journal=Journal of Abnormal and Social Psychology |volume=67 |issue=4 |pages=371–378 |pmid=14049516 |url=http://content.apa.org/journals/abn/67/4/371 |archive-url=https://archive.is/20120717013242/http://content.apa.org/journals/abn/67/4/371 |url-status=dead |archive-date=2012-07-17 |doi=10.1037/h0040525 |citeseerx=10.1.1.599.92 }} [http://www.garfield.library.upenn.edu/classics1981/A1981LC33300001.pdf Full-text PDF.] {{webarchive |url=https://web.archive.org/web/20110611105753/http://www.garfield.library.upenn.edu/classics1981/A1981LC33300001.pdf |date=June 11, 2011 }}</ref>。

=== Status ===

=== Status ===