Jump to ContentJump to Main Navigation
Six Degrees of Social InfluenceScience, Application, and the Psychology of Robert Cialdini$
Users without a subscription are not able to see the full content.

Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver

Print publication date: 2012

Print ISBN-13: 9780199743056

Published to Oxford Scholarship Online: March 2015

DOI: 10.1093/acprof:osobl/9780199743056.001.0001

Show Summary Details
Page of

PRINTED FROM OXFORD SCHOLARSHIP ONLINE (www.oxfordscholarship.com). (c) Copyright Oxford University Press, 2019. All Rights Reserved. Under the terms of the licence agreement, an individual user may print out a PDF of a single chapter of a monograph in OSO for personal use (for details see www.oxfordscholarship.com/page/privacy-policy).date: 25 May 2019

Basking in Reflected Glory and Compliance with Requests from People Like Us

Basking in Reflected Glory and Compliance with Requests from People Like Us

Chapter:
(p.59) Chapter 6 Basking in Reflected Glory and Compliance with Requests from People Like Us
Source:
Six Degrees of Social Influence
Author(s):

Jerry M. Burger

Publisher:
Oxford University Press
DOI:10.1093/acprof:osobl/9780199743056.003.0006

This chapter reviews theory and research on basking in reflected glory (BIRG), a concept first introduced by Robert Cialdini to refer to the tendency to associate oneself with successful people. It explores two concepts popularized by Fritz Heider, unit relationships and cognitive-perceptual balance, in relation to BIRG. It also considers the link between similarity and compliance.

Keywords:   basking in reflected glory, Robert Cialdini, Fritz Heider, unit relationships, cognitive-perceptual balance, similarity, compliance

Oxford Scholarship Online requires a subscription or purchase to access the full text of books within the service. Public users can however freely search the site and view the abstracts and keywords for each book and chapter.

Please, subscribe or login to access full text content.

If you think you should have access to this title, please contact your librarian.

To troubleshoot, please check our FAQs , and if you can't find the answer there, please contact us .