This article is an electronic version of an article originally published in Cultic Studies Journal, 1989, Volume 6, Number 1, pages 16-24 Please keep in mind that the pagination of this electronic reprint differs from that of the bound volume. This fact could affect how you enter bibliographic information in papers that you may write.

Social Influence: Ethical Considerations

Michael D. Langone, Ph.D.

Abstract

Growing concerns about the use of coercive and other manipulative psychological techniques underline the need to improve understanding of the ethics of social influence. This paper proposes six ethical guidelines for influencers and presents three diagrams that illuminate the relationship of social influence and ethics. Diagram one is an "influence continuum," which is composed of a range of choice-respecting and compliance-gaining techniques. Diagram two presents two hypothetical profiles of "climates of influence." Diagram three joins the influence continuum to an "intent continuum" reflecting a range of intents from 100% influencee-centered to 100% influencer-centered. Four quadrants result: inspirational, self-development, caretaker, and exploitative. Influencers operating in the caretaker and exploitative quadrants, i.e., those who rely on compliance-gaining techniques, are more likely to violate ethical principles. Specific ethical considerations for psychologists and other mental health professionals are also discussed.
 

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