section_path: Reactions/Kelman's compliance-identification-internalization theory of conversion
section_name: Kelman's compliance-identification-internalization theory of conversion
paragraph_text: Kelman's compliance-identification-internalization theory of conversion
  
  Herbert Kelman identified three basic, step-like reactions that people display in response to coercive influence: compliance, identification, and internalization. This theory explains how groups convert hesitant recruits into zealous followers over time.
  
  At the stage of compliance, group members comply with authority's demands, but personally do not agree with them. If authority does not monitor the members, they will probably not obey.
  
  Identification occurs when the target of the influence admires and therefore imitates the authority, mimics authority's actions, values, characteristics, and takes on behaviours of the person with power. If prolonged and continuous, identification can lead to the final stage – internalization.
  
  When internalization occurs, individual adopts the induced behaviour because it is congruent with his/her value system. At this stage, group members no longer carry out authority orders but perform actions that are congruent with their personal beliefs and opinions. Extreme obedience often requires internalization.