Why Do We Follow Instructions? Lessons for Project Managers Without Direct Authority

I was out walking the dog and some kids had written in chalk on the pavement ‘dance time’ with a series of chalk footsteps marking out some suggested dance moves. I had to dance.

It got me to thinking.

What is it that makes us follow instructions?

What makes us turn left, or not enter, or wait here?

And is that good, or bad, for our projects?

As Project Managers, we often need to guide teams without direct authority. Whether you’re managing cross-functional stakeholders or external collaborators, the ability to encourage others to follow your lead is critical. Understanding why people follow instructions in the first place can offer valuable insights into building influence and improving team alignment—even when the org chart doesn’t give you formal power.

Why Are We Compelled to Follow Instructions?

Research into human behavior has revealed that our inclination to follow instructions stems from a mix of social and cognitive factors.

Social Influence and the Need to Conform

Humans are inherently social creatures, and conformity is a powerful force. Muzafer Sherif’s 1935 experiment demonstrated how group norms shape individual behavior. Participants adjusted their judgments about a light’s movement to match the consensus of a group, even when their initial perceptions differed (Sherif, 1935). Similarly, Solomon Asch’s 1950s experiments showed that people often conform to majority opinions, even when they know those opinions are wrong (Asch, 1951).

For Project Managers, this insight underscores the importance of establishing a team culture where alignment and shared norms encourage collaboration. When teams feel a sense of belonging and shared purpose, they are more likely to support collective goals.

Building a "why" for your team, focusing on the outcomes you are trying to deliver on the project, can go a long way to creating social influence and having your team pull in the same direction.

Cognitive Simplicity

Following instructions often simplifies decision-making. People may comply with directives because it reduces the mental load of figuring out what to do. However, complexity or unclear guidance can derail compliance. If instructions are ambiguous, people may ignore or misunderstand them altogether (PMC study on compliance).

This highlights the importance of clarity and structure in communication for Project Managers. Making tasks easy to understand minimizes friction and ensures everyone is on the same page.

How to Increase Your Influence as a Project Manager

When you lack direct authority, leveraging these psychological principles can significantly enhance your ability to lead and gain buy-in from your team.

1. Build Social Norms and Shared Purpose

Create a team culture where collaboration and accountability are the norm. Emphasize the collective mission of the project and how individual contributions align with broader goals. To foster alignment:

• Regularly highlight the “why” behind the work.
• Encourage team discussions to establish shared values and standards.
• Celebrate milestones to reinforce positive group dynamics.
• Be explicit on the outcomes your project is tasked with delivering.

2. Leverage Credibility and Expertise

Authority isn’t always formal—it can also come from being seen as a credible and reliable leader. To enhance your perceived authority:

• Be transparent about your experience and knowledge.
• Provide well-researched rationale for your decisions.
• Stay consistent and dependable, so your team knows they can trust you.

3. Make Instructions Clear and Actionable

Ambiguity is the enemy of compliance. People are more likely to follow instructions when they know exactly what’s expected of them. To ensure clarity:

• Use simple, direct language.
• Break down tasks into manageable steps.
• Check for understanding by asking team members to summarize next steps.

4. Show Empathy and Adaptability

People follow instructions more readily when they feel respected and understood. Adapt your communication style to meet the needs of your audience:

• Take the time to listen to concerns and address questions.
• Show empathy for individual challenges and adapt tasks when necessary.
• Acknowledge and appreciate contributions to build trust and goodwill.

5. Use Peer Influence to Reinforce Behavior

Since social conformity is a powerful motivator, use it to your advantage by encouraging collaboration and peer accountability. For example:

• Highlight positive behavior within the team (e.g., “I appreciate how Sarah’s detailed status updates keep us all aligned”).
• Facilitate opportunities for team members to learn from and influence each other.

Balancing Influence and Respect

While these strategies can increase your effectiveness as a project manager, it’s essential to use them ethically. The goal isn’t manipulation but fostering a collaborative environment where your team feels motivated to follow your guidance.

By understanding the psychological drivers behind instruction-following—from social influence to cognitive simplicity—you can fine-tune your approach to leading without direct authority. Ultimately, when you combine credibility, empathy, and clear communication, you create an environment where teams naturally align behind your vision.