Studies on social influence bring us to fear that influence may alienate us and turn us into an agent of the will and desire of the other. This fear relies on a representation of the relationship of influence: it would be an asymmetrical relationship involving two basically opposite and complementary entities, the source and the target .If some experiments in social psychology demonstrate the effectiveness of some techniques of influence and manipulation, they must however (...) be analysed in detail. Many experiments and theories show that influence is not basically nonreciprocal. These works are neglected because they are too different from the imaginary representation of influence that dominates both social psychology and common sense. (shrink)

This study attempts to refine and test a theory of social influences on ethical decisions of journalists. The theoretical model proposes that several social factors influence any given decision, and that a hierarchy of influences assigns relative value to each: individual, small group, organization, competition, occupation, extramedia, and law. Print and broadcast journalists reacted to 3 hypothetical scenarios that raised ethical problems. The journalists then rated the salience of various reasoning statements, each representing 1 of the 7 (...) social influences. No single source of ethical guidance appeared; in many cases different influences emerge as powerful under different circumstances. But of the 7 proposed influences, 5 showed consistent strength in predicting the decision the journalist makes. The individual influence was the weakest of the 7, despite its prominent strength in the literature. The organizational and small-group strength suggests company-level strategies for media policy-makers who wish to increase journalists'ethical awareness. Overall, the study seems to challenge a traditional assumption that in ethical dilemmas journalists are autonomous moral agents, acting on the basis of their own values alone. The data support the notion of a far more dynamic and complex pattern of social influences. (shrink)

(2013). Herding, social influence and expert opinion. Journal of Economic Methodology: Vol. 20, Methodology, Systemic Risk, and the Economics Profession, pp. 35-44. doi: 10.1080/1350178X.2013.774845.

We used social network analysis to examine a theoretical model exploring why, and under what circumstances, the perpetrators’ ostracizing behaviors are accurately perceived by the target employees. In turn, these perceptions of ostracism lead to the target employees’ counterproductive work behaviors. Adopting perspectives from both perpetrators and targets, we directly measured the ostracizing behaviors by all potential perpetrators and perceived workplace ostracism by target employees. We integrate Social information processing theory and conservation of resource theory to propose a (...) moderated mediation model, and found that employees who have a high level of need to belong are more likely to capture coworkers’ ostracizing behaviors, and those with low political skill are more likely to engage in counterproductive work behavior as their reaction to perceived workplace ostracism. Theoretical and practical implications are discussed. (shrink)

Diffusion of responsibility is a well-known effect widely studied in a real-life setting. It can occur in a situation in which the more people observe a crisis event, the less likely it is that someone will react and provide real assistance. These days of a galloping digital revolution a question is to be raised as to whether the same effect can be observed in the online space of communication. In order to investigate this phenomenon we designed a study aimed at (...) testing whether people exposed to a situation of cyberbullying will decide to take action against it depending on how many other Internet users are also aware of that crisis. Results obtained by us confirmed the existence of the diffusion of responsibility in the Internet similar to that observed in our daily lives. We also confirmed that a well-known influence technique “Even a penny will help” (in our study “every reaction will help”) can be effectively used to model behaviour online. In our times of digital revolution, those outcomes can be a step both toward understanding human behaviour in the online setting, showing us that it is not that different from the one presented in real live face-to-face communication and toward helping deal with antisocial behaviour people face online on a daily basis. (shrink)

Redish et al. outline 10 vulnerabilities in the decision-making system that increase the risks of addiction. In this commentary I examine the potential role of social influence in exploiting at least one of these vulnerabilities, and argue that the needs satisfied by social interaction may play a role in decision-making with regard to substance use, increasing the risks of addiction.

The article is devoted to the nature of science. To what extent are science and mathematics affected by the society in which they are developed? Philosophy of science has accepted the social influence on science, but limits it only to the context of discovery (a "locational" approach). An opposite "attributive" approach states that any part of science may be so influenced. L. Graham is sure that even the mathematical equations at the core of fundamental physical theories may display (...) social attributes. He has used the investigations of the famous Soviet physicist V. Fock on the General Theory of Relativity which were under the influence of Marxism. The Goal of the article is to demonstrate: 1) Why Soviet science is not an appropriate subject-matter for testing the thesis of social constructivism, 2) That differnt levels of science and different stages in the development of science undergo social influences in different degrees ranging from very significant and unavoidable to absolutely trivial and easy eliminated. (shrink)

Adolescence is a period of life during which peers play a pivotal role in decision-making. The narrative of social influence during adolescence often revolves around risky and maladaptive decisions, like driving under the influence, and using illegal substances. However, research has also shown that social influence can lead to increased prosocial behaviors and a reduction in risk-taking. While many studies support the notion that adolescents are more sensitive to peer influence than children or adults, (...) the developmental processes that underlie this sensitivity remain poorly understood. We argue that one important reason for this lack of understanding is the absence of precisely formulated models. To make a first step toward formal models of social influence during adolescence, we first identify three prominent verbal models of social influence in the literature: social motivation, reward sensitivity, and distraction. We then illustrate how these can be translated into formal models, and how such formal models can inform experimental design and help identify developmental processes. Finally, by applying our formal models to existing datasets, we demonstrate the usefulness of formalization by synthesizing different studies with seemingly disparate results. We conclude with a discussion on how formal modeling can be utilized to better investigate the development of peer influence in adolescence. (shrink)

A review of the paradigms of social influence – suggestion, imitation, normalization, conformity, compliance, conversion – leads me to diagnose a triple malaise: the shrinkage of paradigms to cognitive dual-processing theories of information; the dominant methodology of laboratory experiments falls short of the reality of (mass) communication; and the focus of social influence on inter-subjectivity is only half of the story. I will suggest two extensions of social influence theory to include mass media communication (...) and the inter-objectivity of artefacts. We need to be able to conceptualize the modalities of why, how and to what effect somebody might put up a wall to influence neighbours instead of contenting themselves with putting up a public note ‘Do not trespass!’. Social influence by fait accompli needs to be within the remit of social psychology, otherwise it loses its relevance in a technological society where artefacts mediate most inter-personal relations. (shrink)

Recent societal changes, including a global pandemic, have exacerbated experiences of and attention to burnout related to work and parenting. In the present study, we investigated how several social forces can act as demands and resources to impact work-related and parental burnout. We tested two primary hypotheses in a sample of women who responded to an online survey. We found that social comparisons, social media use, negative emotions when comparing oneself to others on social media, and (...) a high do it all discrepancy were correlated with higher reports of work-related and parental burnout. Alternatively, positive emotions when comparing oneself to others and social support were related to lower reports of work-related and parental burnout. The influence of social media use on burnout was mediated by the emotions experienced when comparing oneself to others on social media. Tests of moderation indicated that social comparisons had stronger relationships with burnout for those with higher expectations that they should be able to do it all verses can do it all. Tests of social support as a moderator of the relationships between social demands and burnout were largely non-significant. Based on these findings, we make practical suggestions for interventions to increase positive emotions experienced from social media use, and to mediate the do it all discrepancy by redefining expectations around “doing it all.”. (shrink)

Our actions and decisions are regularly influenced by the social environment around us. Can social cues be leveraged to induce curiosity and affect subsequent behavior? Across two experiments, we show that curiosity is contagious: The social environment can influence people's curiosity about the answers to scientific questions. Participants were presented with everyday questions about science from a popular on‐line forum, and these were shown with a high or low number of up‐votes as a social cue (...) to popularity. Participants indicated their curiosity about the answers, and they were given an opportunity to reveal a subset of those answers. Participants reported greater curiosity about the answers to questions when the questions were presented with a high (vs. low) number of up‐votes, and they were also more likely to choose to reveal the answers to questions with a high (vs. low) number of up‐votes. These effects were partially mediated by surprise and by the inferred usefulness of knowledge, with a more dramatic effect of low up‐votes in reducing curiosity than of high up‐votes in boosting curiosity. Taken together, these results highlight the important role social information plays in shaping our curiosity. (shrink)

Committee protocols typically involve a deliberation stage in which members try to influence and convince other regarding the “right” decision. Beyond information exchange, such deliberations also aim to affect the preferences and the votes of other members. Using a model of social influence, we demonstrate how deliberation procedures affect the voting outcome and how different protocols of consultation by committees’ chairs may affect their decisions. We then analyze the ability of a “designer” to control the deliberation protocol (...) and to manipulate the deliberation procedure to increase the probability that the outcome he favors will be selected. (shrink)

We routinely observe others’ choices and use them to guide our own. Whose choices influence us more, and why? Prior work has focused on the effect of perceived similarity between two individuals, such as the degree of overlap in past choices or explicitly recognizable group affiliations. In the real world, however, any dyadic relationship is part of a more complex social structure involving multiple social groups that are not directly observable. Here we suggest that human learners go (...) beyond dyadic similarities in choice behaviors or explicit group memberships; they infer the structure of social influence by grouping individuals based on choices, and they use these groups to decide whose choices to follow. We propose a computational model that formalizes this idea, and we test the model predictions in a series of behavioral experiments. In Experiment 1, we reproduce a well-established finding that people's choices are more likely to be influenced by someone whose past choices are more similar to their own past choices, as predicted by our model as well as dyadic similarity models. In Experiments 2–5, we test a set of unique predictions of our model by looking at cases where the degree of choice overlap between individuals is equated, but their choices indicate a latent group structure. We then apply our model to prior empirical results on infants’ understanding of others’ preferences, presenting an alternative account of developmental changes. Finally, we discuss how our model relates to classical findings in the social influence literature and the theoretical implications of our model. Taken together, our findings demonstrate that structure learning is a powerful framework for explaining the influence of social information on decision making in a variety of contexts. (shrink)

(1995). Heuristics, hypotheses, and social influence: A new approach to the experimental simulation of social epistemology. Social Epistemology: Vol. 9, Simulating Science, pp. 57-69.

In the contemporary digital age, recommender systems (RSs) play a fundamental role in managing information on online platforms: from social media to e-commerce, from travels to cultural consumptions, automated recommendations influence the everyday choices of users at an unprecedented scale. RSs are trained on users’ data to make targeted suggestions to individuals according to their expected preference, but their ultimate impact concerns all the multiple stakeholders involved in the recommendation process. Therefore, whilst RSs are useful to reduce information (...) overload, their deployment comes with significant ethical challenges, which are still largely unaddressed because of proprietary constraints and regulatory gaps that limit the effects of standard approaches to explainability and transparency. In this context, I address the ethical and social implications of automated recommendations by proposing a pro-ethical design framework aimed at reorienting the influence of RSs towards societal interest. In particular, after highlighting the problem of explanation for RSs, I discuss the application of beneficent informational nudging to the case of conversational recommender systems (CRSs), which rely on user-system dialogic interactions. Subsequently, through a comparison with standard recommendations, I outline the incentives for platforms and providers in adopting this approach and its benefits for both individual users and society. (shrink)

We combine philosophical theories with quantitative analyses of online data to propose a sophisticated approach to social media influencers. Identifying influencers as communication systems emerging from a dialectic interactional process between content creators and in-development audiences, we define them mainly using the composition of their audience and the type of publications they use to communicate. To examine these two parameters, we analyse the audiences of 619 Instagram accounts of French, English, and American influencers and 2,400 of their publications in (...) light of Girard’s mimetic theory and McLuhan’s media theory. We observe meaningful differences in influencers’ profiles, typical audiences, and content type across influencers’ classes, supporting the claim that such communication systems are articulated around ‘reading contracts’ upon which influencers’ image is based and from which their influence derives. While the upkeep of their influence relies on them sticking to this contract, we observe that successful influencers shift their content type when growing their audiences and explain the strategies they implement to address this double bind. Different types of contract breaches then lead to distinct outcomes, which we identify by analysing various types of followers’ feedback. In mediating social interactions, digital platforms reshape society in various ways; this interdisciplinary study helps understand how the digitalisation of social influencers affects reciprocity and mimetic behaviours. (shrink)

We provide a computational model of semantic alignment among communicating agents constrained by social and cognitive pressures. We use our model to analyze the effects of social stratification and a local transmission bottleneck on the coordination of meaning in isolated dyads. The analysis suggests that the traditional approach to learning—understood as inferring prescribed meaning from observations—can be viewed as a special case of semantic alignment, manifesting itself in the behaviour of socially imbalanced dyads put under mild pressure of (...) a local transmission bottleneck. Other parametrizations of the model yield different long-term effects, including lack of convergence or convergence on simple meanings only. (shrink)

Beauchamp and Childress’ definition of autonomous decision‐making includes the conditions of intentionality, understanding, and non‐control. In genetics, however, a relational conception of autonomy has been increasingly recognized. This article aims to empirically assess aspects of social influence in genetic testing decision‐making and to connect these with principlist and relational theories of autonomy. We interviewed 18 adult genetic counsellees without capacity issues considering predictive genetic testing for cancer predisposition for themselves and two counselling physicians in Switzerland. We conducted a (...) qualitative analysis, building on a grounded theory study about predictive genetic testing decision‐making. We found that some participants agreed to predictive genetic testing predominantly because relatives wanted them to do it, with some even acting contrary to their own convictions. Others, in contrast, based their decision on purely individualistic reasons but expressed difficulties in explaining their decision to their social environment. Healthcare professionals had a critical influence on decision‐making in many cases without being manipulative, as perceived by counsellees. Still, cases of coercion and social pressure occurred within social relationships. In conclusion, predictive genetic testing decision‐making includes relational and individualistic aspects, and both are compatible with autonomous decision‐making. While the principlist and relational notions of autonomy compete on a theoretical level, they are two sides of the same coin when used as analytical lenses for genetic testing decision‐making. Social acceptance of refusal of testing should be improved to mitigate social pressure. Individuals should be encouraged to decide for themselves how much their social environment influences their decision regarding predictive genetic testing. (shrink)

In many social contexts, social influence seems to be inescapable: the behavior of others influences us to modify ours, and vice-versa. However, social psychology is full of examples of phenomena where individuals experience a discrepancy between their public behavior and their private opinion. This raises two central questions. First, how does an individual reason about the behavior of others and their private opinions in situations of social influence? And second, what are the laws of (...) the resulting information dynamics? In this paper, we address these questions by introducing a formal framework for representing reasoning about an individual’s private opinions and public behavior under the dynamics of social influence in social networks. Moreover, we dig deeper into the involved information dynamics by modeling how individuals can learn about each other based on this reasoning. This compels us to introduce a new formal notion of reflective social influence. Finally, we initialize the work on proof theory and automated reasoning for our framework by introducing a sound and complete tableaux system for a fragment of our logic. Furthermore, this constitutes the first tableau system for the “Facebook logic” of J. Seligman, F. Liu, and P. Girard. (shrink)

This study introduces Moscovici’s (1976, 1985) model of social influence to the accounting research domain, and uses an experimentto assess whether his theory explains how different types of discussion affects consensus in auditors’ ethical reasoning. Moscovici’s theory proposes three modalities of influence to describe how consensus is achieved following discussion: conformity, innovation, and normalization. Conformity describes the situation where individuals in the minority (e.g., auditors that do not accept the dominant view) accede to the majority (e.g., auditors (...) that hold the dominant view) as a result of group discussion. Innovation describes the situation where individuals in the majority accede to the minority. Normalization describes the situation where there is reciprocal influence.We find that conformity occurs when auditors are asked to prescriptively discuss what ideally “should” be the resolution to an ethicaldilemma. Normalization occurs when auditors are asked to deliberatively discuss what realistically would be the resolution to an ethical dilemma. The results of this study suggest that prescriptive discussion of an ethical dilemma encourages auditor groups to strive to find the best response to a moral dilemma if it is represented by the majority view. In contrast, deliberative discussion of an ethical dilemma may encourage the elimination of multiple viewpoints. The results of this study have important implications for understanding the social influence process that affects auditors’ ethical reasoning. (shrink)

The article attempts to describe adonization, a specific tactic for exerting influence which employs physical attraction, as well as its determinants. The article presents a proprietary model of determinants and motivational mechanisms which constitute the basis of the attitude toward adonization. A cycle of 3 studies on individual determinants for the attitude toward adonization was described. Results of study 1 confirmed that male gender, psychological masculinity, narcissism, Machiavellianism and high self-monitoring were correlates of a positive attitude toward adonization. Study (...) 2 showed that extraversion was the predictor of a positive attitude toward adonization of men and women and that agreeableness was the predictor of a less positive attitude of women. In Study 3 it was established that there were no differences in the attitude toward adonization in young and middle-aged men. Comparison among young and middle-aged women proved that younger women had a more positive attitude toward adonization in the cognitive and in the affective components than older women. (shrink)

This study aimed to identify factors affecting customers' decision to revisit a Japanese restaurant in the Greater Jakarta area. The study was conducted by surveying 365 individuals who work at Japanese restaurants in the Jabodetabek area. The study was conducted on 365 people who work at Japanese eateries within the Jabodetabek region. The examination of the information collected from these respondents uncovered the following discoveries: (1) cost essentially impacts the choice to repurchase nourishment at a Japanese eatery; (2) item quality (...) moreover altogether impacts the choice to repurchase nourishment at a Japanese eatery; (3) benefit quality plays a noteworthy part in nourishment repurchase choices at Japanese restaurants; (4) social effect encompasses a noteworthy impact on the choice to repurchase at a Japanese eatery, and (5) experiential showcasing essentially impacts the choice to repurchase nourishment at a Japanese eatery. The research discovered that social influence mediates the link among repurchase decisions and product quality. However, the mediation effect of social influences diminishes the connection among the dependent and independent variables. The research highlights the significance of experiential marketing for the food and beverage sector, as it can help restaurants better understand customers' senses, feelings, sights, actions, and relationships. Overall, the research contributes valuable insights into the limitations of experiential marketing and its impact on customer's repurchase decisions at Japanese restaurants. (shrink)

A lower tendency to influence and be influenced by their social environment seems almost self-evident in autism. However, a closer look at differences and similarities between autistic and non-autistic individuals suggests that some basic mechanisms involved in social influence might be intact in autism, whereas atypical responses point to differences in more sophisticated recursive social strategies, such as reputation management.

Displaying nonverbal pride after a boxing match leads to judgements of success. However, it is not clear the extent to which this effect generalises nor whether it can override competing information. An experimental design had 214 participants watch two boxing clips that were manipulated so that one was evenly matched and the other had a fighter with an advantage (i.e. demonstrating more skill). Nonverbal behaviour at the completion of the fight varied between fighters (pride versus neutral). When the fight was (...) evenly matched, the fighters displaying nonverbal pride were judged as winning the fight, but the fighter did not garner increased social influence. In contrast, when fighters demonstrated superior skill, the more skilled fighters who displayed neutral postures rather than the less-skilled ones displaying pride were judged as winning the fight, and the skilled fighters garnered increased social influence. These results suggest that in a boxing context, a pride bias works in evenly matched scenarios, but when differences in skill are more clearly present, a skill bias is more pronounced and leads to more social influence. Furthermore, perceptions of skill were associated with judgments of victory across stimuli, suggesting the importance of skill perceptions in such judgments. (shrink)

The belief to have fixed or malleable traits and help giving: implicit theories and sequential social influence techniques Two sequential social influence techniques, the foot-in-the-door and the door-in-the-face, seem to be symmetrical, but there are different moderators and quite different mechanisms underlying each of the strategies. What links both techniques is the social interaction between a person presenting a sequence of requests and an interlocutor. The techniques' effectiveness depends on the course and perception of the (...) interaction and the difficulty of requests in the sequence. The aim of the article was to verify various mechanisms of incremental and entity theorists compliance with the FITD and the DITF techniques. In a series of four studies it was shown that incremental theorists comply the FITD technique to a greater extend especially when a sequence of requests meets their mastery style of behavior thus means an interesting challenge to undertake or opportunity to deepen contact with a newly met person. Entity theorists are more prone to the DITF strategy as their helpless style of behavior and sense of guilt are triggered, thus a sequence of decreasing in magnitude demands is perceived as less threatening. (shrink)

In today’s social online world there is a variety of interaction and participatory possibilities which enable web users to actively produce content themselves. This user-generated content is omnipresent in the web and there is growing evidence that it is used to select or evaluate professionally created online information. The present study investigated how this surrounding content affects online advertising by drawing from social influence theory. Specifically, it was assumed that web users sharing an interpersonal relationship and/or a (...) group membership with authors of user-generated content which appears next to advertising on the web page are more strongly influenced in their response to the advertising than unrelated users. These assumptions were tested in a 2 × 2 between-subject experiment with 118 students who were exposed to four different Facebook profiles that differed in terms of interpersonal connection to the source and collective connection to the source. The results show a significant impact in the case of collective influence, but not in the case of interpersonal influence. The underlying mechanisms of this effect and implications of the results for online advertising are discussed. (shrink)

Prosocial behaviors are susceptible to individuals’ preferences regarding payoffs and social context. In the present study, we combined individual differences with social influence and attempted to discover the effect of social value orientation (SVO) and social influence on prosocial behavior in a trust game and a dictator game. Prosocial behavior in the trust game could be motivated by strategic considerations whereas individuals’ decisions in the dictator game could be associated with their social preference. (...) In the trust game, prosocials were less likely than proselfs to conform to the behavior of other group members when the majority of group members distrusted the trustee. In the dictator game, the results of the three-way ANOVA indicated that, irrespective of the type of offer, in contrast to proselfs, prosocials were influenced more by others’ generous choices than their selfish choices, even if the selfish choices were beneficial to themselves. The overall results demonstrated that the effect of social influence appears to depend on individuals’ SVO: that is, prosocials tend to conform to prosocial rather than proself behaviors. (shrink)

The predominant influences on health are social or upstream factors. Poverty, inadequate education, insecure and toxic environments, and inferior opportunities for jobs and positions are inequitable disadvantages that adversely affect health across the globe. Many causal pathways are yet to be understood. However, elimination of these social inequalities is a moral imperative of the first order. Some physicians by word and deed argue that medical doctors should oppose the “structural violence” of social inequalities that greatly shorten lives (...) and wreak so much suffering. (shrink)

Surprising people can provide an opening for influencing them. Surprises garner attention, are arousing, are memorable, and can prompt shifts in understanding. Less noted is that, as a result, surprises can serve to persuade others by leading them to shifts in attitudes. Furthermore, because stories, pictures, and music can generate surprises and those can be widely shared, surprise can have broad social influence. People also tend to share surprising items with others, as anyone on social media has (...) discovered. This means that in addition to broadcasting surprising information, surprising items can also spread through networks. The joint result is that surprise not only has individual effects on beliefs and attitudes but also collective effects on the content of culture. Items that generate surprise need not be random or accidental. There are predictable methods or recipes for generating surprise. One such recipe is discussed, the repetition-break plot structure, to explore the psychological and social possibilities of examining surprise. Recipes for surprise offer a useful means for understanding how surprise works and offer prospects for harnessing surprise to a wide array of ends. (shrink)

It is likely that sex robots will exist in the near future, making the effect they might have on human relationships a pressing concern. In this future world, we can imagine sex robots shaping our personal and social relationships through their unique access to, and potential for influencing, our most intimate of behaviours. We investigate whether they might be employed to influence social behaviours in a positive way. The paper begins with an account of the state of (...) the art, acknowledges powerful feminist criticisms that have been made of sex robots, and evaluates suggestions that it might be possible to design sex robots which do not raise these concerns and which might even work to influence social behaviours in a positive way. It then outlines a number of ways that sex robots might be used to educate, “nudge”, and influence people in positive ways. It defends the idea that it would be ethical to use sex robots to promote socially positive behaviours — behaviours that benefit others and improve social cohesion, such as fostering respect and empathy for persons — but not to promote commercial products for parochial interests. We argue that the former project could advance individual and social welfare, while preserving personal autonomy — a minimum requirement of which is the ability to make informed decisions — whereas the latter depends on a lack of transparency and democratic control for its success, targets the vulnerability of the user to achieve its ends, and reinforces the problematic symbolism of negatively gendered sexuality. If sex robot design and application meet public requirements of transparency — enabling informed consent and reflective decision making — and democratic oversight — promoting accountability and the sharing of power with the public — it is conceivable that sex robots might assist, rather than harm society. (shrink)

In this paper we propose a method for modeling social influence within the STIT approach to action. Our proposal consists in extending the STIT language with special operators that allow us to represent the consequences of an agent’s choices over the rational choices of another agent.