Social Influence In Workplace

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Every individual’s behaviour is argued to be heavily influence by the social environment in which they are in (Aronson, Wilkinson & Akert, 2007). Social influence is defined as a change in attitude or behaviour as a result of influence by another individual or group (Raven, 1964). The use of social influence in the work place can have encouraging results such that individuals and groups work in the best interests of their workplace with higher levels of job satisfaction. Humans have been shown to be influenced by, and have the ability to influence other individuals repeatedly (Milgram, 1963; Wolfson, 2005; Barroque, 2006). Falbo and Peplau (1980) found thirteen strategies that individuals can employ to influence their partner into doing what they want. Belk and Snell (1988) also found numerous strategies to avoid unwanted requests for their romantic partners. The strategies employed by individuals are said to differ in relation to the type of relationships in which they occur (Buss, 1992). In every situation we encounter, we rely on trigger features to help us efficiently assess the environment. These triggers act as mental shortcuts to guide our attitudes and behaviour. (Cialdini, 2007; Kahneman, Slovic, & Tversky, 1982) The shortcuts enable us to react immediately but sometimes the reactions may be inappropriate for the situation. Cialdini argues that these trigger features can be exploited to encourage individuals to comply with a desired response. He suggests that compliance tactics fall under six fundamental principles which can be used to direct individual’s behaviour. The six ‘weapons of influence’ are social proof, authority, likeability, commitment and consistency, scarcity and reciprocity, all of which can be useful in the workplace (Cialdini, 2007). Social proofing occurs when individuals determine what is correct from what others do or believe
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