The Authority Principle

What it is

Robert Cialdini describes, in Influence, how people tend to follow those who appear to hold authority, often on the strength of symbols such as titles and clothing. He separates being in authority, a position that controls outcomes, from being an authority, someone who knows more, and notes that positional authority often meets resistance while expertise is more readily welcomed.

In effect

In the article on the Milgram experiment, it links the laboratory findings to the everyday weight people give to credible experts.

What it does not say

It is a principle of persuasion drawn from research and examples, not a single measured effect, and it does not say that deference is always unwise.

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