Abrams D, Wetherell M, Cochrane S, Hogg M A, Turner J C
Institute of Social and Applied Psychology, The University, Canterbury, Kent, UK.
Br J Soc Psychol. 1990 Jun;29 ( Pt 2):97-119. doi: 10.1111/j.2044-8309.1990.tb00892.x.
We contrast two theoretical approaches to social influence, one stressing interpersonal dependence, conceptualized as normative and informational influence (Deutsch & Gerard, 1955), and the other stressing group membership, conceptualized as self-categorization and referent informational influence (Turner, Hogg, Oakes, Reicher & Wetherell, 1987). We argue that both social comparisons to reduce uncertainty and the existence of normative pressure to comply depend on perceiving the source of influence as belonging to one's own category. This study tested these two approaches using three influence paradigms. First we demonstrate that, in Sherif's (1936) autokinetic effect paradigm, the impact of confederates on the formation of a norm decreases as their membership of a different category is made more salient to subjects. Second, in the Asch (1956) conformity paradigm, surveillance effectively exerts normative pressure if done by an in-group but not by an out-group. In-group influence decreases and out-group influence increases when subjects respond privately. Self-report data indicate that in-group confederates create more subjective uncertainty than out-group confederates and public responding seems to increase cohesiveness with in-group - but decrease it with out-group - sources of influence. In our third experiment we use the group polarization paradigm (e.g. Burnstein & Vinokur, 1973) to demonstrate that, when categorical differences between two subgroups within a discussion group are made salient, convergence of opinion between the subgroups is inhibited. Taken together the experiments show that self-categorization can be a crucial determining factor in social influence.
我们对比了两种关于社会影响的理论方法，一种强调人际依赖，被概念化为规范性影响和信息性影响（多伊奇和杰勒德，1955年），另一种强调群体成员身份，被概念化为自我分类和参照信息性影响（特纳、霍格、奥克斯、赖克和韦特雷尔，1987年）。我们认为，为减少不确定性而进行的社会比较以及服从规范性压力的存在，都取决于将影响源视为属于自己的类别。本研究使用三种影响范式对这两种方法进行了测试。首先，我们证明，在谢里夫（1936年）的自动运动效应范式中，随着同盟者属于不同类别的身份对受试者而言变得更加显著，他们对规范形成的影响会减小。其次，在阿施（1956年）的从众范式中，如果监督是由内群体进行的，那么它能有效地施加规范性压力，但外群体进行监督则不然。当受试者私下做出反应时，内群体影响会减小，外群体影响会增加。自我报告数据表明，内群体同盟者比外群体同盟者会造成更多的主观不确定性，公开回应似乎会增强与内群体影响源的凝聚力——但会削弱与外群体影响源的凝聚力。在我们的第三个实验中，我们使用群体极化范式（例如伯恩斯坦和维诺克，1973年）来证明，当讨论组内两个子群体之间的类别差异变得显著时，子群体之间的意见趋同会受到抑制。综合来看，这些实验表明自我分类可能是社会影响中的一个关键决定因素。
