Influence and Individual Behavior - Explained
How Influence Affects Behavior
Written by Jason Gordon
Updated at April 8th, 2022
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Table of Contents
What Is Influence?What are Individual Responses to Influence?What are Notable Methods of Influence?What is the Direction of Influence?What Is Influence?
Influence can be defined as the ability to have an effect on someone or something or to cause a reaction in someone. Influence generally results from power, physical closeness, emotional connection, or position of import to the affected person or entity.
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What are Individual Responses to Influence?
Responses to influence attempts include:
- Resistance - This is an unwillingness to comply with the expected or logical effects of the influence.
- Compliance - This means to react or behave in concert with the expected or logical effect of the influence, but with reluctance or without the desire to do so.
- Commitment - This is the result of actively seeking or desiring the expected or logical effects of the influence.
What are Notable Methods of Influence?
- Logic - Cognition or Logic can be used as a rational form of influence and persuasion. It means using facts, data, and logical arguments in presenting a position or point of view.
- Affect - An affective approach means focusing on our beliefs, emotions, and values.
- Legitimate Power - Exerting power as part of a persons position or authority.
- Coercion - This entails exerting influence through the threat of a negative consequence.
- Exchange - This means trading value as a means of influencing behavior.
- Coalition - This means working as a group to exert influence.
- Personal Appeal - This means influencing others based on leveraging a personal relationship.
- Consultation - This is when you seek to influence someone by going through a third party for assistance in exerting influence.
- Ingratiation - This is flattery or influence based upon a persons ego.
What is the Direction of Influence?
Influence can be exerted in any number of directions, as follows:
- Upward Influence - This is the ability to influence ones superiors, such as a boss in an organization.
- Downward Influence - This is the ability to influence ones subordinates, such as the workers under a manager.
- Peer Influence - This is the ability to influence ones colleagues, friends, or similarly situated individuals.