The creation of uncertainty in the influence process: The roles of stimulus information and disagreement with similar others

McGarty, Craig; Turner, John; Oakes, Penélope J.; Haslam, S. Alexander

doi:10.1002/ejsp.2420230103

Cited by 76 publications

(62 citation statements)

References 36 publications

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“…And here studies investigating this aspect of social categorization theory have shown that it is only possible to exert influence over how others pursue a particular version of self esteem where the communicator and receiver are seen to belong to a common social membership. (Balaam and Haslam, 1998;Mackie et al, 1990;McGarty et al, 1993;1994;Oakes et al, 1991). Only those with whom we believe we share a common self definition will be seen as credible to inform us about relevant aspects of social reality and thus reduce our uncertainty.…”

Section: Credible Sources Of the Employability Messagementioning

confidence: 99%

Rhetoric but whose reality? The influence of employability messages on employee mobility tactics and work group identification

Hallier

2009

The International Journal of Human Resource Management

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Section: Credible Sources Of the Employability Messagementioning

confidence: 99%

Rhetoric but whose reality? The influence of employability messages on employee mobility tactics and work group identification

Hallier

2009

The International Journal of Human Resource Management

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“…Experiencing high uncertainty is an aversive state (Smith et al 2007) and changing attitudes to make them more congruent with the provided information is a means to reduce uncertainty. However, individuals not only become more open to influence the more uncertain they are, they also become more resistant to it the more convinced they are that their attitudes are correct (McGarty et al 1993;Turner 1991). This positive relation between uncertainty and influence found ample support in empirical research (e.g.…”

Section: Uncertainty As An Exogenous Factormentioning

confidence: 93%

“…Festinger 1954;Gross et al 1995;Holtz 2003;Smith et al 2008). Uncertainty is central to a number of social psychological theories of influence processes (McGarty et al 1993), such as the theory of social comparison processes (Festinger 1954) and self-categorization theory (Turner 1985). However, research varies in conceptualizing uncertainty as exogenous or endogenous to influence processes (cf.…”

Section: Uncertainty and Social Influencementioning

confidence: 99%

“…Conversely, if similar individuals disagree, uncertainty is likely to increase (McGarty et al 1993;Smith et al 2007), because disagreement indicates that one's attitudes are potentially incorrect. For both mechanisms researchers have found empirical support.…”

Section: Uncertainty As An Endogenous Factormentioning

confidence: 99%

“…The less certain someone is about the correctness of her attitude, the more open she becomes for influence (Festinger 1950(Festinger , 1954McGarty et al 1993;Smith et al 2007). Conversely, the more certain a person is, the less susceptible she is to outside influence (Pomerantz et al 1995).…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

How attitude certainty tempers the effects of faultlines in demographically diverse teams

Grow

Flache

2011

Comput Math Organ Theory

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Lau and Murnighan's faultline theory suggests that strong demographic faultlines can undermine cohesion in work teams. A strong faultline splits a team into internally homogeneous but mutually dissimilar subgroups based on demographic characteristics. Social influence processes within these subgroups then lead to the polarization of team members' attitudes along the divisions imposed by the faultline. However, faultline theory hitherto neglects effects of attitude certainty. Research shows that the certainty with which individuals hold their attitudes affects social influence processes. We extend theoretical faultline research by integrating attitude certainty. For this, we incorporate the interplay of the dynamics of attitude certainty and social influence into a formal model of demographic faultline effects developed by Flache and Mäs. Computational experiments suggest a moderation effect. Demographic faultlines only affect team cohesion if attitude certainty is low. We discuss implications for future research.

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The effects of social context, source fairness, and perceived self-source similarity on social influence: a self-categorisation analysis

Platow

Mills

Morrison

2000

Eur. J. Soc. Psychol.

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Based upon a self‐categorisation analysis of social influence (Turner, 1991), we predicted that individuals who self‐categorise with the source of a communication would align their own private attitudes more closely with the source when that source was distributively fair rather than unfair in an intragroup context. We expected this pattern to reverse in an intergroup context when the unfairness was ingroup favouring. These expectations were confirmed in a laboratory experiment (N=101). The data suggest that neither source similarity nor source fairness serve simply as persuasion cues to which individuals thoughtlessly conform. We argue, instead that, once self‐categorised, individuals: (1) actively attend to an ingroup member's behaviours and the context in which they occur, and (2) are influenced only by a source who provides some form of social identity enhancement, either by being fair in an intragroup context (Lind & Tyler, 1988) or ingroup favouring in an intergroup context (Tajfel & Turner, 1986). Copyright © 2000 John Wiley & Sons, Ltd.

show abstract

The creation of uncertainty in the influence process: The roles of stimulus information and disagreement with similar others

Cited by 76 publications

References 36 publications

Rhetoric but whose reality? The influence of employability messages on employee mobility tactics and work group identification

Rhetoric but whose reality? The influence of employability messages on employee mobility tactics and work group identification

How attitude certainty tempers the effects of faultlines in demographically diverse teams

The effects of social context, source fairness, and perceived self-source similarity on social influence: a self-categorisation analysis

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