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In this chapter, we examine social influence in groups by considering three distinct aspects of the complex process: the force, the source, and the message. The force instantiates the internal drivers that are activated to change group members' public and private positions. These drivers relate to a desire for accuracy (i.e., informational influence) or a desire for group harmony (i.e., normative influence). The source of social influence includes influence attempts from a majority or a minority of group members. Finally, influence messages can contain evidence in support of a position (i.e., informational statements) or group member preferences (i.e., normative statements). These aspects are frequently conflated with informational influence strongly linked to minorities and informational statements and normative influence similarly linked to majorities and normative statements. We review research consistent with this position. However, we argue that each aspect should be considered separately. Thus, we also explore how majorities and normative statements generate informational influence and how minorities and informational statements lead to normative influence.

The purpose of this paper is to develop a scale to measure normative and informational influence in online traveler reviews.

Through proper scale development techniques and a two-sample validation process, the resulting 2-factor, 11-item scale yields a valid and reliable measure of social influence.

The resultant scale provides a tool for researchers to investigate the process whereby different characteristics of online reviews influence travel decisions.

Customer reviews are prevalent and powerful sources of influence on travel decisions. However, it is unclear how social influence manifests in today’s online purchasing environment. For several decades, the domain of social influence has played an important role in the advancements of consumer behavior and hospitality/tourism research. In particular, normative and informational influences are applicable, since online reviews contain numerous informational and normative cues. These principles were formulated under much different conditions than today’s purchasing environment. This research provides a way to measure normative and informational influence in the online review environment, thus enhancing the understanding of how reviews influence purchase decisions.

The purpose of this paper is to treat bloggers as human brands and applies self-congruity theory to explore how actual and ideal blogger-reader self-congruity, combined with the blog’s functional congruity, influences blogger-reader relationship quality (BRRQ) and the blogger’s informational influence, taking perceived interactivity among blog members as a moderator.

Using a survey of 372 female beauty blog readers, this study employs the structural equation modelling approach to investigate the proposed model.

The empirical findings indicate that readers’ perceived self-congruity with beauty bloggers raises the bloggers’ informational influence, mediated by BRRQ and functional congruity. Actual self-congruity has greater predictive power than ideal self-congruity in explaining bloggers’ informational influence. Moreover, perceived interactivity plays a two-sided role because it strengthens the positive impact of BRRQ on informational influence but weakens the positive impact of functional congruity on informational influence.

The findings should help marketers identify influential beauty bloggers through their presented image on their blogs to encourage readers’ acceptance of their opinions about products and services. However, when focusing on beauty blogs featuring high-perceived interactivity among blog members, marketers should carefully balance the facilitating and offsetting effect of perceived interactivity and identify bloggers equipped with superior BRRQ.

Using human brand and parasocial interaction perspectives, this study contributes to emerging research on human brands and blog marketing and demonstrates that perceived interactivity is a double-edged sword in stimulating a blogger’s informational influence.

The purpose of this paper is to examine the impacts of perceived informational value and perceived relational value on feedback-seeking intention in online communities of inquiry (OCoIs). To develop an integrated theoretical framework, the antecedents of perceived informational value and perceived relational value are also investigated.

This study builds on the relational communication theory (RCT) and the social psychology perspective to develop an integrated research model regarding feedback-seeking. Hypotheses were empirically tested using data collected from 262 subjects who are members of OCoIs.

The results indicate that feedback-seeking intention is positively affected by perceived informational and relational value of feedback-seeking. Furthermore, perceived informational value partially mediates the effects of feedback-seeking self-efficacy and learning goal orientation on feedback-seeking intention; perceived relational value partially mediates the effects of social influence and social risk on feedback-seeking intention.

The results suggest that practitioners can promote feedback-seeking by enhancing learners’ informational and relational dependencies on OCoIs. To achieve effective online learning, practitioners should consider learners’ characteristics to provide personalized learning interventions.

This study advances RCT and the social psychology perspective to develop an integrated model for understanding feedback-seeking. The empirical results complement information-related explanations of feedback-seeking by finding that a relationship-related explanation is more important for promoting feedback-seeking in OCoIs. The proposed model also indicates that tolerance for ambiguity serves as a moderator in the relationship between perceived informational value and its antecedents.

This study aims to examine the effect of opinion leadership on individuals’ susceptibility to social influence, which eventually affects their adoption behavior and assess how these relationships vary with gender in new product adoption.

Data were collected based on a survey of young consumers regarding the adoption of new consumer electronics. The hypotheses were tested using structural equation modeling and multiple sample analyses.

The study finds that opinion leaders are more sensitive to influence from others when the mechanism of status competition is at work. Although consumers who are more susceptible to normative influence tend to adopt new products later than others, those who are more susceptible to status competition are more likely to adopt earlier. The results also provide evidence for gender differences. Female leaders are more susceptible to status competition, whereas male leaders are less sensitive to informational influence. The effects of susceptibility to normative influence and status competition on adoption behavior are stronger for female than for male consumers.

The overall structural model predicts an interesting relationship between individual influence and susceptibility, as well as the effects of these factors on adoption behavior. This study also provides deeper insights into the dynamics of the social influence mechanisms at work for each gender in new product adoption.

Organizational purchasing decisions can be thought of as rule‐discovery tasks in which members of the buying center develop proposals regarding the best choice of products and vendors. The uncertainty associated with buying center decisions causes the group to search for generalizations that describe the distinguishing characteristics of successful suppliers. Such generalizations identify the “rules” used to categorize future vendors; discovery of the best rules is key to accurate classification. Acknowledging the process of searching for patterns not only focuses attention on the information members use to derive patterns, but also provides a mechanism for investigating how members influence each other’s assessment of the patterns. Research into rule‐discovery tasks has the potential to enable monitoring of simulated organizational purchasing decision processes in the controlled environment of an experiment. The purpose of this paper is to suggest a set of propositions and a methodology for examining rule discovery task behavior in buying centers.

Set in an emerging economy context, the purpose of this paper is to examine the determinants of green consumers’ purchase behavior on organic food by analyzing the impact of word-of-mouth (WOM) effects (i.e. tie strength, sender’s green expertise, receiver’s green expertise), conformity behaviors (i.e. normative interpersonal influence and informational interpersonal influence) on green purchase intention, and the relationship between green purchase intention and green purchase behavior.

Data were collected by self-administered questionnaire completed by respondents who had purchase experience of organic food in the last six months. The specific context of this study is green consumption for organic food in Taiwan. Data collection was implemented in a convenience sampling method. Among the 578 consumers who had filled the questionnaire, 147 did not have any purchase history of organic food, resulting in a final usable sample of 431 (response rate 74.57 percent) in Taiwan. The data were collected during a five-week period in late 2015.

Through structural equation modeling analysis, data were analyzed and the empirical results indicate that tie strength, sender’s green expertise, and receiver’s green expertise have a positive influence on green consumer’s susceptibility to informational interpersonal influences and normative interpersonal influences, separately. In addition, informational interpersonal influences and normative interpersonal influences both have a positive relationship on green purchase intention, which will further positively influence the green purchase behavior.

This study reminds marketers of the impact of WOM effects as well as interpersonal influences on consumers. It examines the impact of tie strength, senders’ green expertise, and receivers’ green expertise on green purchase intention and green purchase behavior. This study also explores the mediation effects of green consumers’ susceptibility to interpersonal influences. Consumers’ susceptibility to interpersonal influence is discussed in the marketing literature. However, few prior studies have explored its effect in the green setting. Last, few attempts have discussed the relationship between green purchase intention and green purchase behavior. This study contributes to the literature by examine the relationship between green purchase intentions and green purchase behavior.

The paper aims to explore the structure of both normative and informational consumer conformity in an online virtual community. The purpose of this paper is to develop and test a conceptual model of e‐formity in virtual communities.

Data were collected online from consumers who belonged to at least one virtual community. A total of 2,000 customers were drawn from a list of online consumer panels maintained by an online research company. Overall, 14.8 percent of those invited replied to the survey and were analyzed with structure equation modelling.

The results from the analysis indicate that both dimensions of conformity are distinct and have separate antecedents. Normative consumer conformity is influenced by internal consumer characteristics, whereas informational consumer conformity is related to external virtual community characteristics.

Although this paper found evidence for e‐formity, the full nature and scope of e‐formity must be held to the classic findings of experimental versions of conformity research. There are broad implications for e‐formity in consumer behaviour and retailing. Retailers or manufacturers must realize that virtual communities and consumers' e‐formity behaviour are a valuable source of helping or hurting the sale and promotion of their products.

At the very least, the influence of e‐formity suggests that it is crucial for them to monitor closely the purposeful and nonpurposeful influences these virtual communications may have.

Given the scarcity of literature in the online conformity research area, this paper shows conformity in virtual communities does not change its influences on consumers' behaviour. As in the studies of traditional communities, e‐formity has found influence on virtual communities within two aspects. Virtual communities not only have inherited the social functions of traditional communities, but also have differences in antecedents.

The role that peer influence plays in shaping young adult consumers' products purchase decision cannot be overemphasized. The purpose of this paper is to investigate the role of peer influence in shaping young adult male consumers' product purchase decisions in Saudi Arabia.

To measure peer influence in this study, a survey of around 200 university students aged between 16 and 30 was conducted using a structured questionnaire. Constructs were measured using well‐established scales. Hypotheses are tested by investigating and comparing mean levels of the susceptibility of these young adults to peer influence across four product categories.

With the products studied, the overall preliminary results suggest that the levels of influence were greater in normative influence than in informational situations. The results further provide a sense of the degree to which peer influence on purchase decision could be dictated by culture.

Based on the results of this study, practical implications for marketing strategies are suggested and future research directions proposed.

The paper adds richness to the peer influence theory from a unique culture such as Saudi Arabia, which is also under‐researched.

This study seeks to examine the effect of two types of social influence, normative and informational, on travelers' perceptions of a destination's brand equity.

A brand equity measurement model, previously developed for a tangible product brand, is applied and validated in the context of a destination brand. The structural model is then estimated to test the effects of normative and informational influence on brand equity.

Normative but not informational influence has a significant effect on brand equity perceptions.

The empirical results help to strengthen the claim that branding principles can be readily generalized to tourism destinations.