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Abstract
This review covers recent developments in the social influence literature, focusing
primarily on compliance and conformity research published between 1997 and 2002. The
principles and processes underlying a target's susceptibility to outside influences
are considered in light of three goals fundamental to rewarding human functioning.
Specifically, targets are motivated to form accurate perceptions of reality and react
accordingly, to develop and preserve meaningful social relationships, and to maintain
a favorable self-concept. Consistent with the current movement in compliance and conformity
research, this review emphasizes the ways in which these goals interact with external
forces to engender social influence processes that are subtle, indirect, and outside
of awareness.