Influence and Power: The Psychology Behind Our Efforts to Shape Others
Journal: Social Influence
Research on social influence and power has produced a wealth of knowledge regarding the cognitive and affective mechanisms by which people come to change their attitudes, conform to others, comply with requests, and obey others’ demands. Scholars have recognized the psychological and epistemic needs – including belonging, self-worth and certainty – that render people susceptible to others’ influence attempts. Consid…