Social influence: compliance and conformity.

By Robert B. Cialdini, Noah J. Goldstein. Annual Review of Psychology, 2004

5,760 citations recorded by the source corpus.

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

View Paper: https://www.semanticscholar.org/paper/dfbb01269f07a6a72559c323c00553fbd80718d1

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Citations in the corpus

Work-Unit Absenteeism: Effects of Satisfaction, Commitment, Labor Market Conditions, and Time (2008, background): “Although there is support for normative conformity effects in general (Cialdini & Goldstein, 2004), it would useful to test these theoretical accounts in a dynamic, unit-level absenteeism context.”
Narrative Transportation and Paratextual Features of Social Media in Viral Advertising (2018, background): “In this endeavor, informed by research on persuasion knowledge (Friestad and Wright 1994) and social proof (Cialdini and Goldstein 2004), the results of our study show that generating higher likes for advertising messages can reduce the negative effect of advertising recognition.”
Using social norms and commitment to promote pro-environmental behavior among hotel guests (2015, methodology): “For example, different studies (Burger, 1999; Cialdini & Goldstein, 2004; Cialdini & Trost, 1998) have shown that public commitments, by reinforcing the link between an individual and his/her behaviors, create a significant need for consistency.”
Distinguishing the sources of normative influence on proenvironmental behaviors (2011, background): “A series of field experiments on littering behavior carried out by Cialdini et al. (1991) showed the importance of distinguishing between, on the one hand, the individual perception of what other people think it should be done in a certain context or situation (injunctive norm) and, on the other han”
Religion, Self-Rated Health, and Mortality (2015, background): “…literature considers a certain behavior normative when it is common (which is referred to as the descriptive aspect of the norm) and socially desirable (which is referred to as the injunctive aspect of the norm; Cialdini & Goldstein, 2004; Cialdini, Reno, & Kallgren, 1990; Deutsch & Gerard, 1955).”
Training Engagement Theory: A Multilevel Perspective on the Effectiveness of Work-Related Training (2018, background): “Individuals have a strong desire to foster and maintain social relationships (Cialdini & Goldstein, 2004), which results in mimicking the behavior of those in the immediate work environment.”
Slim by Design: Redirecting the Accidental Drivers of Mindless Overeating (2014, background): “However, because drawing attention to social influences generally reduces their effects (Cialdini & Goldstein 2004; Hammond 2010), alerting people that they are being influenced by what others are eating should reduce these normative effects.”
A Field Experiment in Charitable Contribution: The Impact of Social Information on the Voluntary Provision of Public Goods (2009, neutral): “…of charitable donations and public good provision, social information has been studied by both economists – for reviews, see Andreoni (2006), Davis and Holt (1993), Vesterlund (2006) – and psychologists – for reviews see Cialdini and Goldstein (2004), Penner et al. (2005), Weber et al. (2004).”
Mixed reasons, missed givings: The costs of blending egoistic and altruistic reasons in donation requests☆ (2012, background): “Finally, it may be informative to explore how activating accuracy, affiliation, and self-concept goals, which are important determinants of compliance (Cialdini & Goldstein, 2004), affects reactions to mixed reasons.”
Echo chambers and viral misinformation: Modeling fake news as complex contagion (2018, background): “But if a large fraction of your social network argues for the same thing, it not only makes the argument seem more authoritative, but you may also feel the need to conform to your social group [47].”