or - in English - Wise Man [19].

或--在英語中--智者[19]。

For millennia, this creature was insignificant, weak and unremarkable.

幾千年來，這種生物都是無足輕重、軟弱無力、不引人注目的。

It had not yet been honed by time, and sat far from the top of the food chain.

它還沒有經過時間的磨練，離食物鏈的頂端坐得很遠。

It survived by eating plants and the meagre scraps of more dominant animals such as lions,

它靠吃植物和獅子等更有優勢的動物的微薄殘羹剩飯而生存。

hyenas, and jackals [19].

鬣狗和豺狼[19]。

Yet, in a curious turn of events, it came to be the last surviving human species and

然而，在一個奇怪的轉折中，它成為最後倖存的人類物種，並且

has catapulted to the top of the food chain.

已經躍升到食物鏈的頂端。

The tables had turned and, instead of running from predators, Sapiens had become big game

情況發生了變化，薩皮亞人不再逃避捕食者，而是變成了大型獵物。

hunters.

獵人。

Thanks to natural pressures, Sapiens had evolved the capacity to cooperate in large and complex

由於自然界的壓力，智人已經進化出在大型和複雜的環境中合作的能力。

groups [19]; even the strongest lion was no match for a well-coordinated tribe of humans.

群體[19]；即使是最強壯的獅子也不是協調良好的人類部落的對手。

Alone, even the smartest of their kind couldn't get very far.

獨自一人，即使是他們中最聰明的人也無法走得很遠。

But, collectively, they could soar through the skies and enter the cosmic realm of the

但是，他們可以集體翱翔於天空，進入宇宙的領域。

gods.

神。

How, exactly, did humans acquire this capacity for large and complex cooperation?

究竟，人類是如何獲得這種大型複雜的合作能力的？

Like all species, Sapiens had to contend with the great filter: Nature.

像所有物種一樣，智人必須與偉大的過濾器抗衡。大自然。

All entered but only those with the traits best suited for survival & reproduction made

所有的人都進入了，但只有那些具有最適合生存和繁殖的特徵的人才能進入。

it out safely.

它安全地出來。

Time and time again, Nature rewarded cooperative Sapiens with survival and reproduction.

大自然一次又一次地用生存和繁衍來回報合作的智人。

As a result, their group instincts became stronger.

是以，他們的群體本能變得更加強大。

Cooperation can be thought of as a master ability with several subordinate abilities

合作可以被認為是一種主能力，有幾個從屬的能力

such as obedience and conformity.

諸如順從和服從。

However, this ability truly is a double-edged sword.

然而，這種能力確實是一把雙刃劍。

The abilities that allow Sapiens to work together to uplift one another also allow them to work

使得沙皮人能夠一起工作以提升彼此的能力也使他們能夠工作

together to oppress one another.

在一起互相壓迫。

In a previous essay, we took a look at the behaviour of obedience.

在前一篇文章中，我們看了一下順從的行為。

Now, let's take a look at its sister behaviour: conformity.

現在，讓我們來看看它的姐妹行為：順從。

So, what is conformity?

那麼，什麼是一致性？

In essence, conformity is when an individual alters their belief or behavior to relieve

從本質上講，順從是指個人改變他們的信仰或行為以緩解

internal tension caused by group pressure.

群體壓力造成的內部緊張。

To understand conformity better, let's take a look at one of the landmark studies in social

為了更好地理解順從性，讓我們來看看社會學中的一個里程碑式的研究。

psychology.

心理學。

Let's say I showed you these two cards and asked you to match the line on the left to

假設我給你看了這兩張牌，並要求你將左邊的線與

the one of a similar height on the right.

右邊那個高度相似的。

It's obvious, right?

這很明顯，對嗎？

The answer is C. In the 1950s, psychologist Soloman Asch asked individuals to solve 750

答案是C。在20世紀50年代，心理學家索羅曼-阿什要求個人解決750個

variations of this question.

這個問題的變化。

In total, there were only 3 incorrect answers out of 750.

在750個答案中，總共只有3個錯誤的答案。

You're probably not surprised because the test is actually pretty easy [4, 7, 20].

你可能不會感到驚訝，因為這個測試其實很容易[4，7，20]。

However, the problem gets a lot more interesting when you bring people together.

然而，當你把人們聚集在一起時，問題就變得更加有趣了。

Asch brought a group of people into a room, and got them to solve 18 of these line questions.

阿什把一群人帶到一個房間裡，讓他們解決其中的18道線題。

All of the group members were actors except for a single subject.

除了一個被試之外，所有的小組成員都是演員。

All of the actors were told to answer 12 out of the 18 questions incorrectly.

所有的演員都被告知在18個問題中回答錯誤的12個。

[4, 7, 20] After running this experiment several times,

[4, 7, 20] 在運行這個實驗數次後。

it was found that subjects would conform to the groups incorrect answer a third of the

結果發現，受試者在三分之一的時間裡會符合小組的錯誤答案。

time.

時間。

75% of subjects conformed to the groups incorrect answer at least once.

75%的受試者至少有一次符合小組的不正確答案。

25% of subjects never conformed.

25%的受試者從未符合要求。

Remember, when subjects were asked to solve this task alone, less than half a percent

請記住，當要求受試者單獨解決這個任務時，只有不到一半的人

of people guessed incorrectly.

的人猜錯了。

The task was simple to do, so it was quite clear that subjects were conforming to the

這個任務很簡單，所以很明顯，受試者是在遵守

group.

組。

Asch asked participants why they had conformed, and they gave various answers: some said that

阿什問參與者為什麼他們會順從，他們給出了不同的答案：有些人說是

they didn't know if they were actually right, and some said that they didn't want to stand

他們不知道自己是否真的是正確的，有些人說他們不想站在

out from the group.

從小組中出來。

This leads us to the different types of conformity: conversion vs compliance, and normative vs

這讓我們看到了不同類型的符合性：轉換與遵守，以及規範與

informational.

信息化。

[4, 7, 20].

[4, 7, 20].

When an individual conforms to a belief or behavior both publicly and privately, they

當一個人在公開和私下裡都遵守一種信仰或行為時，他們

have undergone a conversion.

經歷了一次轉換。

Since the individual has truly adopted the belief, this is the strongest form of conformity.

由於個人真正採納了這一信念，這是最強烈的服從形式。

[7, 22] On the other hand, when an individual conforms

[7, 22] 另一方面，當一個人符合了

to a belief or behavior publicly but not privately, they have complied.

對某一信仰或行為公開而非私下，他們已經遵守了。

When Asch ran a variation of the experiment that allowed the subject to write their answer

當阿什做了一個允許受試者寫下他們的答案的實驗變體時

down privately, conformity rates dropped.

私自降價，合格率下降。

So, it's highly likely that subjects in that experiment complied but were not converted.

是以，該實驗中的受試者極有可能遵守了規定，但沒有被轉化。

But, why would they comply?

但是，他們為什麼要遵守？

This brings us to normative vs informational conformity.

這給我們帶來了規範性與信息性的一致性。

[7, 22] Normative conformity occurs when an individual

[7, 22] 規範性服從發生在一個人

fears social rejection.

害怕被社會拒絕。

Social rejection is a perfectly normal fear.

社會排斥是一種非常正常的恐懼。

When we look to Sapiens of the past, it's very likely that individuals who feared social

當我們審視過去的智人時，很可能是那些害怕社會的人。

rejection were more likely to be careful about going against the group.

被拒絕的人更可能小心翼翼地與團體作對。

As a result, they were probably less likely to become isolated or exiled and stood a better

是以，他們可能不太可能被孤立或被流放，並且有更好的機會獲得更多。

chance of survival.

生存的機會。

In this case, the fear serves as an evolutionary advantage and would be likely to get passed

在這種情況下，恐懼作為一種進化優勢，很可能會被傳遞出去。

on in subsequent generations.

在隨後的幾代人中繼續下去。

We often want to feel accepted by the group and so we get rid of internal tension by publicly

我們常常希望感到被群體接受，是以我們通過公開的方式來擺脫內部的緊張。

conforming.

符合要求。

Normative conformity often goes hand in hand with compliance.

規範的符合性往往與合規性相伴而行。

[7, 22] On the other hand, informational conformity

[7, 22] 另一方面，資訊的一致性

occurs when an individual is unsure about what to believe and so they look to the group

當一個人不確定該相信什麼時，就會出現這種情況，是以他們會向團體尋求幫助。

for guidance.

以供指導。

Informational conformity often leads to conversion.

資訊上的順應性往往會導致轉換。

Now, let's look at the various factors that affect conformity.

現在，讓我們來看看影響一致性的各種因素。

[7, 22] Group size: Asch noticed that conformity was

[7, 22] 團體規模。阿什注意到，順從性是

greatest when there was a group of at least three people.

當有一個至少三個人的小組時，最大。

[4, 7, 20, 22] Group Consensus: Conformity was more difficult

[4, 7, 20, 22] 小組共識。符合要求比較困難

to overcome when all members in a group agreed.

當一個團體中的所有成員都同意時，就可以克服。

However, individuals were much less likely to conform when there was at least one other

然而，當至少有另一個人的時候，個人就更不可能遵從。

dissenter in the group.

群體中的異議者。

Nonconformists and dissenters liberate others to dissent as well.

不服輸的人和持異議的人也解放了其他人的異議。

[4, 7, 20, 22] Privacy: Conformity rates were also lower

[4, 7, 20, 22] 隱私。符合率也較低

when individuals got to state their answers privately as opposed to publicly [4, 7, 20].

當個人可以私下說出他們的答案，而不是公開的時候[4, 7, 20]。

Culture: People who come from cultures that value the individual are also less likely

文化。來自重視個人的文化的人，也不太可能

to conform than cultures who value the collective [4, 7, 20].

與重視集體的文化相比，他們更願意順從[4, 7, 20]。

So, now you know about the different types of conformity and some of the factors affecting

所以，現在你知道了不同類型的符合性和一些影響因素。

it.

它。

But, when and why do people diverge?

但是，人們何時以及為何會出現分歧？

After performing a set of studies, Jonah Berger put forth a compelling theory that people

在進行了一系列的研究之後，喬納-伯傑提出了一個令人信服的理論，即人們

often act with, or against, a group based on what that action signals about themselves

往往根據一個群體的行動對自己的影響，與該群體一起行動或反對該群體。

[21].

[21].

For example, let's say that a celebrity buys a new purse from a high-end fashion line.

例如，假設一位名人從一個高端時尚系列購買了一個新的錢包。

Because the bag is new, trendy, and expensive it becomes a strong signal of status to others.

因為這個包是新的、時髦的、昂貴的，它在別人眼裡成為一個強烈的身份信號。

Other celebrities may copy that purchase in order to send a similar signal to others:

其他名人可能會複製這種購買，以便向其他人發出類似的信號。

that they are fashionable and wealthy.

他們是時髦的和富有的。

Now, let's say that someone starts to make knockoff versions of this bag and sell them

現在，讓我們假設有人開始製造這個包的山寨版並出售它們

for cheap to less wealthy people who want to send a similar status signal to their peers.

對那些想向同齡人發出類似地位信號的不太富裕的人來說，這是很便宜的。

As more and more people buy knockoff bags, the original signal loses its strength and

隨著越來越多的人購買山寨包，原來的信號就會失去強度，而

changes form; it becomes harder to distinguish authentic signals from fake ones.

變化的形式；變得更難區分真實的信號和虛假的信號。

The people who originally bought the bag may stop using it and diverge from this group

最初購買袋子的人可能會停止使用它，並從這個群體中分流出來。

because they no longer want to be associated with its signal.

因為他們不再想與它的信號聯繫在一起。

While the bag used to be a strong status signal, now it signals inauthenticity.

雖然包包曾經是一個強烈的地位信號，但現在它是不真實的信號。

People often purchase things because what it tells other people about themselves, especially

人們購買東西往往是因為它告訴別人自己的情況，尤其是

in a domain that they care about.

在他們所關心的領域中。

Likewise, people often publicly act depending on what signal that action sends to others.

同樣地，人們經常公開採取行動，取決於該行動向他人發出什麼信號。

Let's consider another common example.

讓我們考慮另一個常見的例子。

Imagine sitting in a high school class and the teacher asks a difficult question.

想象一下，坐在高中課堂上，老師問了一個困難的問題。

Maybe you know the answer but don't want to put your hand up because you fear the signal

也許你知道答案，但不想舉手，因為你害怕信號。

that you might send to others: you're a know it all or a nerd.

你可能會向其他人發出這樣的資訊：你是一個無所不知的人，或者是一個書呆子。

On the other hand, someone else might look at that same scenario and see an opportunity

另一方面，其他人可能會看到同樣的情況，並看到一個機會

to broadcast that they are studious and intelligent.

以此來宣傳他們是好學和聰明的。

Both people are looking to broadcast different signals to the class, and the identity they

兩個人都希望向全班廣播不同的信號，而他們的身份

care about will decide how they act.

關心的人將決定他們如何行動。

So, now we have seen that conformity is a subset of cooperative behavior and is actually

所以，現在我們已經看到，一致性是合作行為的一個子集，實際上是

a huge benefit to humanity.

對人類的巨大好處。

However, the degree to which people conform can be affected by altering group size, group

然而，人們的順應程度可以通過改變群體規模、群體

consensus , privacy, and culture.

共識 ，隱私，和文化。

Lastly, we went over the theory that humans are always sending signals to one another

最後，我們複習了人類一直在向彼此發送信號的理論

and, in large part, this decides whether they publicly conform or diverge.

而且，在很大程度上，這決定了他們是公開符合還是分歧。

Keep in mind that this is just an introduction to the complex behavior that is conformity,

請記住，這只是對符合性這種複雜行為的一個介紹。

and not a comprehensive look.

而不是全面的看。

I hope that I have provided you with an insightful taster into the subject and have motivated

我希望我已經為你提供了一個關於這個主題的有洞察力的嘗試，並激發了你的興趣。

your appetite to look deeper.

你的胃口，看得更深。