Multiple routes for social influence: The role of compliance, internalization and social identity.

Individual and shared intentions to participate in a group activity were studied for Koreans and for Americans. For Koreans, individual intentions were functions of attitudes, whereas shared intentions were functions of social identity reactions (i.e., self-categorization, affective commitment, and evaluative significance). For Americans, individual intentions were functions of attitudes and group norms (i.e., internalization), while shared intentions were functions of subjective norms (i.e., compliance) and group norms. The differential effects of personal and social factors on intentions were explained from the viewpoint of social influence theory. Further, cultural background (i.e., an independent-based versus an interdependent-based orientation) was found to moderate these effects.

[1]  M. Deutsch,et al.  A study of normative and informational social influences upon individual judgement. , 1955, Journal of abnormal psychology.

[2]  J. R. French,et al.  The bases of social power. , 1959 .

[3]  H. Kelman.  PROCESSES OF OPINION CHANGE , 1961 .

[4]  L. Warner,et al.  Attitude as an interactional concept: social constraint and social distance as intervening variables between attitudes and action. , 1969, American sociological review.

[5]  M. Defleur,et al.  A Configurational Approach to Contingent Consistency in the Attitude-Behavior Relationship , 1972 .

[6]  I. Ajzen,et al.  Belief, Attitude, Intention, and Behavior: An Introduction to Theory and Research , 1977 .

[7]  D. Kandel,et al.  Attitude and behavior: a specification of the contingent consistency hypothesis. , 1979, American sociological review.

[8]  I. Ajzen,et al.  Understanding Attitudes and Predicting Social Behavior , 1980 .

[9]  Michael J. Ryan,et al.  Generalizing from "Imperfect" Replication , 1981 .

[10]  H. Tajfel.  Human Groups and Social Categories: Studies in Social Psychology , 1981 .

[11]  A. Liska.  A critical examination of the causal structure of the Fishbein/Ajzen attitude–behavior model. , 1984 .

[12]  Richard P. Bagozzi,et al.  Social contingencies in the attitude model: a test of certain interaction hypotheses , 1985 .

[13]  J. Grube,et al.  Attitudes and normative beliefs as predictors of smoking intentions and behaviours: a test of three models. , 1986, The British journal of social psychology.

[14]  A. Hernandez,et al.  Contingent Consistency in Attitudes, Social Support and the Consumption of Alcohol: Additive and Interactive Effects , 1987 .

[15]  I. Ajzen.  Attitudes, Personality and Behavior , 1988 .

[16]  Blair H. Sheppard,et al.  The Theory of Reasoned Action: A Meta-Analysis of Past Research with Recommendations for Modifications and Future Research , 1988 .

[17]  M. Hogg,et al.  Book Review: Social identifications: A social psychology of intergroup relations and group processes , 1991 .

[18]  Robert Cudeck,et al.  Analysis of correlation matrices using covariance structure models. , 1989 .

[19]  P. Bentler,et al.  Comparative fit indexes in structural models. , 1990, Psychological bulletin.

[20]  J. Grube,et al.  Attitude-social support interactions: contingent consistency effects in the prediction of adolescent smoking, drinking and drug use. , 1990 .

[21]  Sören Holmberg,et al.  The Intention-Behavior Relationship Among U.S. and Swedish Voters , 1990 .

[22]  H. Markus,et al.  Culture and the self: Implications for cognition, emotion, and motivation. , 1991 .

[23]  I. Ajzen.  The theory of planned behavior , 1991 .

[24]  E. Tory Higgins.  Development of self-regulatory and self-evaluative processes: Costs, benefits, and tradeoffs. , 1991 .

[25]  M. Browne,et al.  Alternative Ways of Assessing Model Fit , 1992 .

[26]  P. Sparks,et al.  SELF-IDENTITY AND THE THEORY OF PLANNED BEHAVIOR - ASSESSING THE ROLE OF IDENTIFICATION WITH GREEN CONSUMERISM , 1992 .

[27]  A. Aron,et al.  Inclusion of Other in the Self Scale and the structure of interpersonal closeness , 1992 .

[28]  J. Crocker,et al.  A Collective Self-Esteem Scale: Self-Evaluation of One's Social Identity , 1992 .

[29]  S. Chaiken,et al.  The psychology of attitudes. , 1993 .

[30]  G. Kochanska,et al.  Toward a synthesis of parental socialization and child temperament in early development of conscience. , 1993 .

[31]  J. Crocker,et al.  Collective Self-Esteem and Psychological Well-Being among White, Black, and Asian College Students , 1994 .

[32]  Celia V. Harquail,et al.  Organizational images and member identification. , 1994 .

[33]  R. Tuomela.  The Importance of Us: A Philosophical Study of Basic Social Notions , 1995 .

[34]  H. Triandis.  Individualism And Collectivism , 1995 .

[35]  M. Hogg,et al.  Group Norms and the Attitude-Behavior Relationship: A Role for Group Identification , 1996 .

[36]  H. Marsh,et al.  An evaluation of incremental fit indices: A clarification of mathematical and empirical properties. , 1996 .

[37]  John P. Meyer,et al.  Affective, Continuance, and Normative Commitment to the Organization: An Examination of Construct Validity , 1996, Journal of vocational behavior.

[38]  G. Kok,et al.  The Theory of Planned Behavior: A Review of its Applications to Health-Related Behaviors , 1996, American journal of health promotion : AJHP.

[39]  Jürgen Habermas,et al.  The Inclusion of the Other , 1996 .

[40]  Michael A. Hogg,et al.  Group membership, social identity and attitudes , 1999 .

[41]  N. Ellemers,et al.  Self‐categorisation, commitment to the group and group self‐esteem as related but distinct aspects of social identity , 1999 .

[42]  Anthony G. Greenwald,et al.  Implicit self-esteem. , 1999 .

[43]  R. Bagozzi.  On the Concept of Intentional Social Action in Consumer Behavior , 2000 .

[44]  R. Bagozzi,et al.  Self-categorization, affective commitment and group self-esteem as distinct aspects of social identity in the organization. , 2000, The British journal of social psychology.