Social influence processes and the outcome of sensitivity training

Prediction were tested as to the persistence of change after sensitivity training. Using concepts derived from kelman, it was predicted that internalizers will show most durable benefit from training, whereas externalizers (compliants and identifiers) will show less. Questionnaire measures were used based on sociometric rankings of influence sources during training. The subjects were 199 professionals of mixed sex and age attending 5-day sensitivity training programs in England. As predicted, at the close of training internalizers did not differ from externalizers on ratings of benefit by self or by other trainees. Trainers rated internalizers higher (p less than .05). Five months later, internalizers were rated higher than externalizers on benefit by self (p less than .01), and there was a trend in the same direction for ratings by others. Between the two testings of externalizers' benefit there were significant decreases for self-benefit rating (p less than .01) and other-benefit rating (p less than .01), whereas internalizers showed no significant decrease. The findings support typological approaches to the study of social influence and underline the need for caution in selecting the criterion measures to be used immediately after sensitivity training.