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Morton Deutsch and Harold Gerard described two psychological needs that lead humans to conform to the expectations of others. These include our need to be right (informational social influence) and our need to be liked (normative social influence). Informational influence (or social proof) is an influence to accept information from another as evidence about reality. Informational influence comes into play when people are uncertain, either because stimuli are intrinsically ambiguous or because there is social disagreement. 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. According to Kelman's 1958 paper, the satisfaction derived from compliance is due to the social effect of the accepting influence (i.e., people comply for an expected reward or punishment-aversion). Minority influence most often operates through informational social influence (as opposed to normative social influence) because the majority may be indifferent to the liking of the minority.

Morton Deutsch and Harold Gerard described two psychological needs that lead humans to conform to the expectations of others. These include our need to be right (informational social influence) and our need to be liked (normative social influence). Informational influence (or social proof) is an influence to accept information from another as evidence about reality. Informational influence comes into play when people are uncertain, either because stimuli are intrinsically ambiguous or because there is social disagreement. 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. According to Kelman's 1958 paper, the satisfaction derived from compliance is due to the social effect of the accepting influence (i.e., people comply for an expected reward or punishment-aversion). Minority influence most often operates through informational social influence (as opposed to normative social influence) because the majority may be indifferent to the liking of the minority.

莫顿·多伊奇（Morton Deutsch）和哈罗德·杰拉德（Harold Gerard）描述了导致人们服从他人期望的两种心理需求。这两种需求包括：我们对保持正确的需要(信息社会影响)和我们想受喜欢的需要(规范的社会影响)。信息影响(或社会证明)是指接受他人信息作为现实证据的影响。当人们不确定的时候，信息影响就会发挥作用，这要么是因为刺激本身就是模棱两可的，要么是因为存在社会分歧。规范性影响是一种符合他人积极期望的影响。在凯尔曼的类型学中，规范性影响会导致公众顺从，而信息性影响会导致私下接受。根据凯尔曼1958年的论文，从顺从中获得的满足感来自于接受影响的社会效应(即人们顺从于预期的奖励或惩罚)。少数群体的影响通常是通过信息性的社会影响(而不是规范性的社会影响)发挥作用的，因为多数群体可能对少数群体的喜好无动于衷。

莫顿·多伊奇（Morton Deutsch）和哈罗德·杰拉德（Harold Gerard）描述了导致人们服从他人期望的两种心理需求。这两种需求包括：我们对保持正确的需要(信息社会影响)和我们想受喜欢的需要(规范的社会影响)。信息影响(或社会证明)是指接受他人信息作为现实证据的影响。当人们不确定的时候，信息影响就会发挥作用，这要么是因为刺激本身就是模棱两可的，要么是因为存在社会分歧。规范性影响是一种符合他人积极期望的影响。在凯尔曼的类型学中，规范性影响会导致公众顺从，而信息性影响会导致私下接受。根据凯尔曼1958年的论文，从顺从中获得的满足感来自于接受影响的社会效应(即人们顺从于预期的奖励或惩罚)。少数群体的影响通常是通过信息社会影响(而不是规范社会影响)发挥作用的，因为多数群体可能并不关心少数群体的喜好。

==[[用户:Agnes|Agnes]]（[[用户讨论:Agnes|讨论]]）

==[[用户:Agnes|Agnes]]（[[用户讨论:Agnes|讨论]]） [翻译]punishment-aversion存疑，故省译

==Types==

==Types==

Social influence is a broad term that relates to many different phenomena. Listed below are some major types of social influence that are being researched in the field of [[social psychology]]. For more information, follow the main article links provided.

Social influence is a broad term that relates to many different phenomena. Listed below are some major types of social influence that are being researched in the field of [[social psychology]]. For more information, follow the main article links provided.

 

A self-fulfilling prophecy is a prediction that directly or indirectly causes itself to become true due to positive feedback between belief and behavior. A prophecy declared as truth (when it is actually false) may sufficiently influence people, either through fear or logical confusion, so that their reactions ultimately fulfill the once-false prophecy. This term is credited to sociologist Robert K. Merton from an article he published in 1948.

A self-fulfilling prophecy is a prediction that directly or indirectly causes itself to become true due to positive feedback between belief and behavior. A prophecy declared as truth (when it is actually false) may sufficiently influence people, either through fear or logical confusion, so that their reactions ultimately fulfill the once-false prophecy. This term is credited to sociologist Robert K. Merton from an article he published in 1948.

自我应验预言预测是一种直接或间接的预测，它通过信念和行为之间的正反馈使自己变为正确。一个被宣布为真理的预言(当它实际上是假的)可以通过恐惧或逻辑混乱充分地影响人们，以至于他们的反应最终实现了曾经是假的预言。这个术语来自于社会学家罗伯特·金·莫顿在1948年发表的一篇文章。

自我应验预言预测是一种通过信念和行为之间的正反馈直接或间接实现的一种预测。一个宣布为真理的预言(实际上是假的)可以通过制造恐怖或混乱的逻辑对人们造成很大影响，以至于人们的反应最终实现了曾经的假预言。这个术语来自于社会学家罗伯特·金·莫顿（Robert K. Merton）1948年发表的一篇文章。

===Kelman's varieties===

===Kelman's varieties===