Social Proof

In Influence: The Psychology of Persuasion, Robert Cialdini, Ph.D., writes of a concept labeled Social Proof, in which people will tend to take cues from the actions of others in the crowd. Thus, in a traffic jam, one motorist attempting to sneak around the mess using the shoulder may inspire a whole line of followers, or, in an example from the book, one person walking past a fallen homeless wino may result in other onlookers deciding that the man is just sleeping. Dr. Cialdini asserts, with historical examples, that this phenomenon can stimulate group behavior totally out of character with what the members might do if operating alone and under their own judgment.

In a recent discussion around positivity, I realized that I use this concept with chemical dependency patients in recovery. I try to walk the talk with them, maintaining a constant attitude of personal growth, treating patients as equals, using appropriate language in voice and body, generally setting the pace for the crowd. It is sometimes amazing how this approach, coupled with sensible and rational teaching, seems to draw out the best in people under stress.

Why should those setting reckless or selfish examples be the only ones to influence the crowd? Why shouldn't those with more positive ideals lead the way? While it admittedly can seem safer to allow someone else to blaze the path and so run interference against any nasty surprises, this can also deaden spiritual growth by reducing the journey to a half-dazed slogging in the footsteps of others.

For those so inclined, walking the talk is simply a matter of listening to the calmer inner voice instead of the fearful one. If a thing seems morally and ethically right despite potential gain or loss, it may be worth a moment to think about how it might feel to act on it. People may be watching you for the lead this time; where do you wish to take them?