Final answer:
Herbert Kelman's model of power suggests a target will comply to gain favorable acceptance or reaction from the influencer group or authority. This is driven by normative social influence, as seen in the Asch conformity studies, and is a key aspect of social persuasion processes.
Step-by-step explanation:
The classic work on influence processes by Herbert Kelman can be used to structure an overall contingency model of power. According to the model, the target will comply in order to gain a favorable reaction from the influencer, whether that be to fit in with a group norm, to feel good, or be accepted by the group.
This phenomenon is explained through concepts like normative social influence, where conformity occurs not necessarily because the information or ideas presented are correct, but because the individual wishes to be accepted by others.
For example, in aspects of social influence such as the Asch conformity studies, individuals conformed to group opinions despite clear evidence to the contrary, indicating the power of the desire to fit in.
The process of changing our attitude or behavior to align with those around us or to appeal to an authority figure is a pivotal component of the persuasion process.
This could manifest through various mechanisms such as the foot-in-the-door technique or the cognitive dissonance one might feel when their actions do not match their beliefs, prompting a change in either behavior or belief to reduce discomfort.