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Date Published:Jan 1, 1974
In the early 1950s I developed a theoretical framework for the analysis of social influence, based on a qualitative distinction between three processes of influence: compliance, identification, and internalization. For each of these, a distinct set of antecedents and consequents is postulated. The model is particularly concerned with specifying the conditions under which changes induced by social influence attempts are temporary and superficial and, by contrast, those under which such changes are lasting and integrated into the person’s belief and value systems. A summary of the model and of the research based on it was published over ten years ago (Kelman 1961). Several experimental tests of the model have been reported (Kelman 1958; Kelman 1960; Kelman and Cohler 1965; Kelman and Eagly 1965). Furthermore, the model has been extended to the study of attitude–discrepant behavior (Kelman 1962; Kelman, Baron, Sheposh, and Lubalin, forthcoming) and applied to the analysis of influence processes in psychotherapy (Kelman 1963) in international educational exchange (Bailyn and Kelman 1962), and in the integration of individuals into the national system (Kelman 1969).