Social Influence 사회영향, 사회적영향이란?

Social Influence 사회영향, 사회적영향이란?

 

Social Influence가 무엇일까요? Social Influence는 크게 Confirmity (순응), Imitation (모방), Divergent (발산, 확산)로 나누어집니다. 앞으로 사회영향에 대한 논문 4가지를 쭉 소가드리기 전에 수업에서 들은 내용과 논문들을 통하여 정리한 내용들을 공유드립니다!

 

• 1. Conformity
  • Lecture Note
    • deliberate process
      • people think carefully, and decide to follow or not follow other people behaviors
    • Two types of conformity
      1. Informational Social Influence — you don't know how to behave accurately
         • Accept other people behavior as a correct cue
      2. Normative Social Influence — you don't have to believe, but follow what other people do
         • Asch Experiment — line experiment
  • Confirmity — Dynamic social impact theory (Latane, 1996),
    • for instance, predicts that people will become more similar to those around them and that their attitudes will become increasingly correlated over time (e.g., Harton & Bourgeois, 2004).
    • distinguish themselves from others 를 설명하지 못함
      • But while conformity processes are obviously important, they predict convergence and thus cannot account for a world in which people select tastes that distinguish themselves from others and abandon tastes that are adopted by other social groups.
  • Social Norm
    • potentially powerful motivator of prosocial behavior: social norms.
  • Descriptive Norm
    • Def — how most people behave in a situation
    • Keypoints
      • Motivation
        • Descriptive norms motivate both private and public actions by informing individuals of what is likely to be effective or adaptive behavior in that situation (Cialdini, Kallgren, and Reno 1991).
      • behavior of others in the social environment → individual's interpretations
        • A wide variety of research shows that the behavior of others in the social environment shapes individuals’ interpretations of, and responses to, the situation (Bearden and Etzel 1982),
          • especially in novel, ambiguous, or uncertain situations (Griskevicius et al. 2006; Hochbaum 1954; Park and Lessig 1977; Shapiro and Neuberg, forthcoming)
      • factors known to influence the extent
        • Several factors are known to influence the extent to which individuals will adhere to the descriptive norms of a given reference group
          1. Perceived Similarity
             • the level of perceived similarity among others and a given individual (Burnkrant and Cousineau 1975; Moschis 1976).
             • Cf) Festinger’s (1954) social comparison theory,
               • people often evaluate themselves by comparing themselves to others—especially to others with whom they share similar personal characteristics.
             • people are indeed more likely to follow the behaviors of others with similar features
          2. Social Identity
             • Def
               • an expansion of the self-concept involving a shift in the level of self-conception from the individual self to the collective self, frequently based on perceived membership in a social category (Hogg 2003; Reed 2004).
             • Relevant & important social identity → adherence to the descriptive norms
               - perceived importance of those others to one's self-concept and social identity
               - personal similarities btw a target individual and a group → adherence to the group social norms
               • perceived importance of those others to one's self-concept and social identity
                 • A number of scholars have argued that one’s adherence to the descriptive norms of a group of people is primarily influenced by the perceived importance of those others to one’s self-concept and social identity (Bearden, Nettemeyer, and Teel 1989; Brinberg and Plimpton 1986; Kelman 1961; Terry, Hogg, and White 1999).
                   • According to this perspective, when the relevant social identity is salient (Forehand and Deshpande´ 2001; Forehand, Deshpande´, and Reed 2002), individuals will adhere to the norms of that social identity to the extent that they consider the social identity to be personally important to them (Deshpande´, Hoyer, and Donthu 1986; Kleine, Kleine, and Kernan 1993; Reed 2004; Stayman and Deshpande´ 1989; Terry and Hogg 1996; Terry et al. 1999).
               • personal similarities btw a target individual and a group → adherence to the group social norms
                 • That is, these literatures examine how personal similarities (e.g., in attitudes, gender, ethnicity, age, values) between a target individual and a group of people influence the target’s adherence to the group’s social norms.
    • e.g.
      • (e.g., “the majority of guests reuse their towels”)
      • A second message conveyed the descriptive norm,
        • informing guests that the majority of other guests do, in fact, participate in the program at least once during their stays.
    • Provincial 특징이 있으면 — 강력함
      • (e.g., “the majority of guests in this room reuse their towels”)
  • Provincial Norms!
    • Def
      • the norms of one’s local setting and circumstances
    • Keypoints
      • typically both logical and effective.
      • Previous Works
        • personal similarities ↑ what about situational similarities?
          • personal similarities (e.g., in attitudes, gender, ethnicity, age, values) between a target individual and a group of people influence the target’s adherence to the group’s social norms.
          • A에서의 norm이 B에서 적용 안될 수 있어요~
            (e.g., fraternity party ≠ library)
            • For example, what may be effective and norm consistent behavior at one’s fraternity party is
              A에서의 norm이 B에서 적용 안될 수 있어요
              fraternity party =/= library
              • certainly not going to be adaptive in other settings and situations, especially those with powerful and well-established norms, such as how to behave in a library during finals week (Aarts and Dijksterhuis 2003).
      • 이논문 — Provincial Norms are more important!
        • Provincial Norms! — 상황적인 유사성이 더 큰 영향력을 끼친다 normative message에
• 2. Imitation — unconscious mimicry — Self-monitoring
  • KEY
    • as an automation process
    • behavioral mimicry
    • chameleon effect
  • Chameleon effect — Chartrand and Bargh (1999)
    • like chameleons changing their skin color to match their environment, people change their behaviors and mannerisms to match those of their interaction partners.
  • Self-Monitoring Theory
    • Definition
      • The construct of self-monitoring represents the difference in the extent to which individuals control the image they project in social settings (Snyder, 1974, 1979, 1987).
      • Self-monitoring has been found to consist of other-directedness, or attentiveness towards others, and public performing, or a change in behavior according to the situational demands (Briggs & Cheek, 1988).
    • High in self-monitoring
      • motivated and able to monitor and control their public images.
      • These individuals are concerned with behaving in an appropriate manner as demanded by the social situation, and they therefore use available information in the environment to guide their own behavior.
      • High selfmonitors, at one point, were dubbed “social chameleons” (Snyder, 1974) for the way they change their “color” to adapt to different social environments.
    • Low in self-monitoring
      • less concerned with adjusting to the social environment.
      • These individuals tend to act in accordance with their inner attitudes, even if the situational norms dictate otherwise.
      • Low self-monitors value “being themselves,” and therefore tend to show a considerable amount of consistency in their behavior across different situations.
• 3. Divergent - usually deliberate
  • What is divergence?
    • Def — people select cultural tastes (e.g., attitudes, possessions, and behaviors) that distinguish them from members of other groups, and they abandon cultural tastes when members of other social groups adopt them.
  • What is Identity-Signaling Approach and how is it related to divergence?
    • We propose an identity-signaling approach to divergence.
      • Our perspective focuses on how distinguishing groups from one another can provide meaning (Abrams & Hogg, 1988; Bourdieu, 1979/1984; Simmel, 1904/1957).
      • However, instead of assuming people diverge
        • to better understand their place in the social environment
        • or reduce their own internal uncertainty about who they are (e.g., Hogg, 2000),
      • we suggest that people diverge to ensure that others understand who they are.
        • In particular, people often diverge to avoid sending undesired identity signals to others.
    • We assume that people diverge, at least in part, to ensure their identity is correctly recognized by others.
    • When dissimilar others adopt cultural practices,
      • the signaling process breaks down,
        • and social interactions become less satisfying and sometimes even painful.
      • e.g.
        • For example, wearing a T-shirt emblazoned with the name of a heavy metal rock band may facilitate interactions with people who like heavy metal music.
        • But if fashionistas start wearing such T-shirts because they look good with black jackets, the T-shirts will no longer be an effective signal.
        • Consequently, true heavy metal fans who wear the T-shirts may be ignored by desired mates and potential friends. Heavy metal fans may stop approaching others wearing the T-shirts because they are now unsure whether the wearer cares about guitar riffs or Prada’s spring collection.
      • Misidentification is costly because it leads people to
        • miss out on desired
          1. interactions
          2. and interaction partners
        • and to get stuck interacting with undesired partners.

 

 

• people think carefully, and decide to follow or not follow other people behaviors
• Two types of conformity
  1. Informational Social Influence — you don't know how to behave accurately
     • Accept other people behavior as a correct cue
  2. Normative Social Influence — you don't have to believe, but follow what other people do
     • Asch Experiment — line experiment
• Confirmity — Dynamic social impact theory (Latane, 1996),
  • for instance, predicts that people will become more similar to those around them and that their attitudes will become increasingly correlated over time (e.g., Harton & Bourgeois, 2004).
  • distinguish themselves from others 를 설명하지 못함
    • But while conformity processes are obviously important, they predict convergence and thus cannot account for a world in which people select tastes that distinguish themselves from others and abandon tastes that are adopted by other social groups.
• Social Norm
  • potentially powerful motivator of prosocial behavior: social norms.
• Descriptive Norm
  • Def — how most people behave in a situation
  • Keypoints
    • Motivation
      • Descriptive norms motivate both private and public actions by informing individuals of what is likely to be effective or adaptive behavior in that situation (Cialdini, Kallgren, and Reno 1991).
    • behavior of others in the social environment → individual's interpretations
      • A wide variety of research shows that the behavior of others in the social environment shapes individuals’ interpretations of, and responses to, the situation (Bearden and Etzel 1982),
        • especially in novel, ambiguous, or uncertain situations (Griskevicius et al. 2006; Hochbaum 1954; Park and Lessig 1977; Shapiro and Neuberg, forthcoming)
    • factors known to influence the extent
      • Several factors are known to influence the extent to which individuals will adhere to the descriptive norms of a given reference group
        1. Perceived Similarity
           • the level of perceived similarity among others and a given individual (Burnkrant and Cousineau 1975; Moschis 1976).
           • Cf) Festinger’s (1954) social comparison theory,
             • people often evaluate themselves by comparing themselves to others—especially to others with whom they share similar personal characteristics.
           • people are indeed more likely to follow the behaviors of others with similar features
        2. Social Identity
           • Def
             • an expansion of the self-concept involving a shift in the level of self-conception from the individual self to the collective self, frequently based on perceived membership in a social category (Hogg 2003; Reed 2004).
           • Relevant & important social identity → adherence to the descriptive norms
             - perceived importance of those others to one's self-concept and social identity
             - personal similarities btw a target individual and a group → adherence to the group social norms
             • perceived importance of those others to one's self-concept and social identity
               • A number of scholars have argued that one’s adherence to the descriptive norms of a group of people is primarily influenced by the perceived importance of those others to one’s self-concept and social identity (Bearden, Nettemeyer, and Teel 1989; Brinberg and Plimpton 1986; Kelman 1961; Terry, Hogg, and White 1999).
                 • According to this perspective, when the relevant social identity is salient (Forehand and Deshpande´ 2001; Forehand, Deshpande´, and Reed 2002), individuals will adhere to the norms of that social identity to the extent that they consider the social identity to be personally important to them (Deshpande´, Hoyer, and Donthu 1986; Kleine, Kleine, and Kernan 1993; Reed 2004; Stayman and Deshpande´ 1989; Terry and Hogg 1996; Terry et al. 1999).
             • personal similarities btw a target individual and a group → adherence to the group social norms
               • That is, these literatures examine how personal similarities (e.g., in attitudes, gender, ethnicity, age, values) between a target individual and a group of people influence the target’s adherence to the group’s social norms.
  • e.g.
    • (e.g., “the majority of guests reuse their towels”)
    • A second message conveyed the descriptive norm,
      • informing guests that the majority of other guests do, in fact, participate in the program at least once during their stays.
  • Provincial 특징이 있으면 — 강력함
    • (e.g., “the majority of guests in this room reuse their towels”)
• Provincial Norms!
  • Def
    • the norms of one’s local setting and circumstances
  • Keypoints
    • typically both logical and effective.
    • Previous Works
      • personal similarities ↑ what about situational similarities?
        • personal similarities (e.g., in attitudes, gender, ethnicity, age, values) between a target individual and a group of people influence the target’s adherence to the group’s social norms.
        • A에서의 norm이 B에서 적용 안될 수 있어요~
          (e.g., fraternity party ≠ library)
          • For example, what may be effective and norm consistent behavior at one’s fraternity party is
            A에서의 norm이 B에서 적용 안될 수 있어요
            fraternity party =/= library
            • certainly not going to be adaptive in other settings and situations, especially those with powerful and well-established norms, such as how to behave in a library during finals week (Aarts and Dijksterhuis 2003).
    • 이논문 — Provincial Norms are more important!
      • Provincial Norms! — 상황적인 유사성이 더 큰 영향력을 끼친다 normative message에
• 2. Imitation — unconscious mimicry — Self-monitoring
  • KEY
    • as an automation process
    • behavioral mimicry
    • chameleon effect
  • Chameleon effect — Chartrand and Bargh (1999)
    • like chameleons changing their skin color to match their environment, people change their behaviors and mannerisms to match those of their interaction partners.
  • Self-Monitoring Theory
    • Definition
      • The construct of self-monitoring represents the difference in the extent to which individuals control the image they project in social settings (Snyder, 1974, 1979, 1987).
      • Self-monitoring has been found to consist of other-directedness, or attentiveness towards others, and public performing, or a change in behavior according to the situational demands (Briggs & Cheek, 1988).
    • High in self-monitoring
      • motivated and able to monitor and control their public images.
      • These individuals are concerned with behaving in an appropriate manner as demanded by the social situation, and they therefore use available information in the environment to guide their own behavior.
      • High selfmonitors, at one point, were dubbed “social chameleons” (Snyder, 1974) for the way they change their “color” to adapt to different social environments.
    • Low in self-monitoring
      • less concerned with adjusting to the social environment.
      • These individuals tend to act in accordance with their inner attitudes, even if the situational norms dictate otherwise.
      • Low self-monitors value “being themselves,” and therefore tend to show a considerable amount of consistency in their behavior across different situations.
• 3. Divergent - usually deliberate
  • What is divergence?
    • Def — people select cultural tastes (e.g., attitudes, possessions, and behaviors) that distinguish them from members of other groups, and they abandon cultural tastes when members of other social groups adopt them.
  • What is Identity-Signaling Approach and how is it related to divergence?
    • We propose an identity-signaling approach to divergence.
      • Our perspective focuses on how distinguishing groups from one another can provide meaning (Abrams & Hogg, 1988; Bourdieu, 1979/1984; Simmel, 1904/1957).
      • However, instead of assuming people diverge
        • to better understand their place in the social environment
        • or reduce their own internal uncertainty about who they are (e.g., Hogg, 2000),
      • we suggest that people diverge to ensure that others understand who they are.
        • In particular, people often diverge to avoid sending undesired identity signals to others.
    • We assume that people diverge, at least in part, to ensure their identity is correctly recognized by others.
    • When dissimilar others adopt cultural practices,
      • the signaling process breaks down,
        • and social interactions become less satisfying and sometimes even painful.
      • e.g.
        • For example, wearing a T-shirt emblazoned with the name of a heavy metal rock band may facilitate interactions with people who like heavy metal music.
        • But if fashionistas start wearing such T-shirts because they look good with black jackets, the T-shirts will no longer be an effective signal.
        • Consequently, true heavy metal fans who wear the T-shirts may be ignored by desired mates and potential friends. Heavy metal fans may stop approaching others wearing the T-shirts because they are now unsure whether the wearer cares about guitar riffs or Prada’s spring collection.
      • Misidentification is costly because it leads people to
        • miss out on desired
          1. interactions
          2. and interaction partners
        • and to get stuck interacting with undesired partners.

 

 

cf) 대학 & 대학원 입시 자기소개서를 "논문 연구"로 풍부하게 만들어 드립니다. 서비스가 궁금하다면?
https://beautifulresearch.tistory.com/39

대학, 대학원 입시 자소서 & 면접에 논문으로 깊이를 더해 드립니다! (입시, 면접, 대학자소서, 대

cf) 해외 논문 톱 저널 순서대로 신속하고 완벽하게 정리해 드립니다 (논문검색, 선행연구, 논문리서치, 사업근거마련) 서비스가 궁금하다면? https://beautifulresearch.tistory.com/40

해외 논문 톱 저널 순서대로 신속하고 완벽하게 정리! #선행논문 #논문검색 #논문리서치 #사업근

— 해당 서비스를 이용하시면 Sci-Hub에 검색하여 다운받기에 용이하도록 DOI도 정리해드립니다
sci hub 참고: https://beautifulresearch.tistory.com/20

cf) 대학원생 스터디 톡방도 운영하고 있습니다 (계획, 기상 등 본인 원하는 것들 인증)! 연구에 외로운 대학원 동료분들 언제든 들어오세요! (https://open.kakao.com/o/gz2ZHI7c)

 

[글쓴이 소개]

서강대학교 수학&심리 복수전공 최우등 졸업

KAIST 마케팅 전공 석사 최우등 졸업, 박사과정 수료

자세한 소개는: https://beautifulresearch.tistory.com/7