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Normative social influence is a type of social influence that leads to conformity. It is defined in social psychology as "...the influence of other people that leads ...
Social Psychologist Icek Azjen theorized that subjective norms are determined by the strength of a given normative belief and further weighted by the significance of a social referent, as represented in the following equation: SN ∝ Σn i m i , where (n) is a normative belief and (m) is the motivation to comply with said belief. [68]
Normative influence is an influence to conform to the positive expectations of others. In terms of Kelman's typology, normative influence leads to public compliance, whereas informational influence leads to private acceptance. [1]
Normative influence usually results in public compliance, doing or saying something without believing in it. The experiment of Asch in 1951 is one example of normative influence. Even though John Turner et al. argued that the post experimental interviews showed that the respondents were uncertain about the correct answers in some cases.
Normative influence vs. referent informational influence [ edit ] The Asch conformity experiments are often interpreted as evidence for the power of conformity and normative social influence , [ 18 ] [ 19 ] [ 20 ] where normative influence is the willingness to conform publicly to attain social reward and avoid social punishment. [ 21 ]
Social proof (or informational social influence) is a psychological and social phenomenon wherein people copy the actions of others in choosing how to behave in a given situation. The term was coined by Robert Cialdini in his 1984 book Influence: Science and Practice .
Many researchers in science, law, and philosophy try to restrict the use of the term "normative" to the evaluative sense and refer to the description of behavior and outcomes as positive, descriptive, predictive, or empirical. [1] [2] Normative has specialized meanings in different academic disciplines such as philosophy, social sciences, and ...
By complying with others' requests and abiding by norms of social exchange (i.e., the norm of reciprocity), individuals adhere to normative social influence and attain the goal of affiliation. [1] [3] An example of both normative and informational social influence is the Solomon Asch line experiments.