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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描述了导致人们迎合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求(信息社会影响)和我们想受喜欢的需要(规范的社会影响) <ref name="Gerard">{{cite journal|author1=Deutsch, M.|author2=Gerard, H. B.|name-list-style=amp|year=1955|title=A study of normative and informational social influences upon individual judgment|journal=Journal of Abnormal and Social Psychology|volume=51|issue=3|pages=629–636|pmid=13286010|doi=10.1037/h0046408|url=http://web.comhem.se/u52239948/08/deutsch55.pdf}}</ref>。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。规范性影响是一种迎合他人积极期望的影响。在Kelman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Kelman1958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。

莫顿·多伊奇 Morton Deutsch和哈罗德·杰拉德 Harold Gerard描述了导致人们迎合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求(信息社会影响)和我们想受喜欢的需要(规范的社会影响) <ref name="Gerard">{{cite journal|author1=Deutsch, M.|author2=Gerard, H. B.|name-list-style=amp|year=1955|title=A study of normative and informational social influences upon individual judgment|journal=Journal of Abnormal and Social Psychology|volume=51|issue=3|pages=629–636|pmid=13286010|doi=10.1037/h0046408|url=http://web.comhem.se/u52239948/08/deutsch55.pdf}}</ref>。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。规范性影响是一种迎合他人积极期望的影响。在Kelman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Kelman1958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<ref name=Kelman />

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

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