Show Summary Details

Page of

PRINTED FROM OXFORD HANDBOOKS ONLINE (www.oxfordhandbooks.com). © Oxford University Press, 2018. All Rights Reserved. Under the terms of the licence agreement, an individual user may print out a PDF of a single chapter of a title in Oxford Handbooks Online for personal use (for details see Privacy Policy and Legal Notice).

date: 05 December 2019

Abstract and Keywords

This chapter reviews the literature on compliance, a type of social influence that occurs when a person changes their behavior in response to a direct request. Specifically, I review research on compliance organized by the six classic principles of social influence (Cialdini, 2009)—reciprocity, commitment and consistency, authority, social validation or social proof, and liking and similarity, and examine how they are used to change peoples’ behaviors. Furthermore, this chapter reviews the mechanisms that underlie these principles, particularly mindlessness. Finally, this chapter concludes by examining whether this framework for understanding compliance applies to the new realm of social influence—social media—and calls for more research on the effectiveness of the principles of influence when the mode of interpersonal interaction is software based rather than in person.

Keywords: compliance, commitment and consistency, reciprocity, authority, social validation, scarcity, liking and similarity, social media

Access to the complete content on Oxford Handbooks Online requires a subscription or purchase. Public users are able to search the site and view the abstracts and keywords for each book and chapter without a subscription.

Please subscribe or login to access full text content.

If you have purchased a print title that contains an access token, please see the token for information about how to register your code.

For questions on access or troubleshooting, please check our FAQs, and if you can''t find the answer there, please contact us.