title: Interests, relationships, identities: three central issues for individuals and groups in negotiating their social environment.
abstract: This chapter begins with a summary of a model, developed half a century ago, that distinguishes three qualitatively different processes of social influence: compliance, identification, and internalization. The model, originally geared to and experimentally tested in the context of persuasive communication, was subsequently applied to influence in the context of long-term relationships, including psychotherapy, international exchanges, and the socialization of national/ethnic identity. It has been extended to analysis of the relationship of individuals to social systems. Individuals' rule, role, and value orientations to a system--conceptually linked to compliance, identification, and internalization--predict different reactions to their own violations of societal standards, different patterns of personal involvement in the political system, and differences in attitude toward authorities and readiness to obey. In a further extension of the model, three approaches to peacemaking in international or intergroup conflicts are identified--conflict settlement, conflict resolution, and reconciliation--which, respectively, focus on the accommodation of interests, relationships, and identities, and are conducive to changes at the level of compliance, identification, and internalization.
authors.affiliation: Department of Psychology, Harvard University, Cambridge, Massachusetts 02138, USA. hck@wjh.harvard.edu
authors.forename: Herbert C
authors.initials: HC
authors.lastname: Kelman
mesh_terms: D001290:Attitude; D006801:Humans; D007398:Interpersonal Relations; D017008:Negotiating; D011057:Politics; D012930:Social Dominance; D012931:Social Environment; D012933:Social Identification