TARGET ARTICLE: Basic Social Influence Is Underestimated

By Robert B. Cialdini. 2005

103 citations recorded by the source corpus.

Subfields: Applied Psychology, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/085a2e224accf65d99a4863f66c231bc55582002

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In Applied Psychology

In Social Psychology

In Sociology and Political Science

Citations in the corpus

Charitable Intent: A Moral or Social Construct? A Revised Theory of Planned Behavior Model (2011, result): “These results seem to contradict frequent recommendations made on the underappreciated role of descriptive norms as a form of social control (e.g., Cialdini 2005, 2007), where it is assumed that descriptive norms trigger norm-congruent behavior as in; “if a lot of other people are doing it, it is…”
A stated choice experiment to measure the effect of informational and normative conformity in the preference for electric vehicles (2017, background): “…and social conformity have been extensively studied in psychological literature (see for example Cialdini and Trost, 1998; Kallgren et al., 2000; Cialdini, 2001, 2005, 2007; Cialdini and Goldstein, 2004; Goldstein and Cialdini, 2007; Schultz et al., 2007), but there are also several…”
Descriptive normative beliefs and conservation behavior: The moderating roles of personal involvement and injunctive normative beliefs (2009, background): “In describing the process of normative social influence, Cialdini (2005) put it this way: ‘‘People frequently ignore or severely underestimate the extent to which their actions in a situation are determined by the similar actions of others’’ (p. 158).”
The influence of socio-cultural environments on the performance of nascent entrepreneurs: Community culture, motivation, self-efficacy and start-up success (2012, background): “For instance, research in social psychology powerfully shows that individuals are likely to display behavior in accordance with social norms prevalent in their environment – although they are not necessarily aware of the fact that social norms influence their conduct (e.g. Cialdini 2005).”