The confederate's and others' self-conversion: a neglected phenomenon.

The authors analyzed a neglected phenomenon: self-conversion. Rather than concentrating on the influence exerted by a confederate on a naive participant, the authors studied how the confederate is himself or herself influenced by the position that he or she defends at the request of the experimenter. This experiment is particularly revealing with respect to a fundamental aspect of the psychology of the proselytizing of minority groups: In the process of convincing others, one also convinces oneself. Exerting influence on others thus leads to self-conversion, which allows the group to reinforce its beliefs and to stand up to conformity pressures.