Informational influence

Definition

Informational influence refers to the effect that the information or opinions of others have on an individual's beliefs and behaviors. This type of influence occurs when individuals conform to the views of a group because they believe that the group possesses more accurate or valid information than they do themselves. It often leads to changes in opinions or attitudes as individuals seek to align themselves with what they perceive to be the correct choice based on the input from others.

5 Must Know Facts For Your Next Test

1. Informational influence is particularly strong in situations where individuals are unsure about what to believe or how to act, leading them to rely on the information provided by others.
2. This type of influence can lead to public compliance, where individuals outwardly conform while possibly maintaining private dissenting views.
3. In business settings, informational influence can significantly affect decision-making processes, especially in team settings where members may defer to more knowledgeable colleagues.
4. The internet and social media have amplified informational influence by making it easier for individuals to access and share opinions and information from a wide array of sources.
5. Informational influence can lead to positive outcomes, such as better-informed decisions, but it can also result in negative consequences if individuals blindly follow incorrect information.

Review Questions

• How does informational influence differ from normative influence in decision-making contexts?
  • Informational influence differs from normative influence primarily in motivation. While informational influence involves conforming because individuals believe the group has more accurate information, normative influence involves conforming to gain social acceptance or avoid disapproval. In decision-making contexts, this means that someone under informational influence is more likely to change their beliefs based on perceived accuracy, while someone under normative influence may change their behavior simply to fit in, regardless of their actual beliefs.
• Discuss how social proof relates to informational influence in group dynamics.
  • Social proof is closely related to informational influence as both involve looking to others for guidance in uncertain situations. When individuals observe that many others are acting or believing a certain way, they may take this as evidence of correctness, thereby reinforcing their own choices through informational influence. This can create a cycle where the actions of others provide a framework for individual decision-making, impacting group dynamics by establishing commonly accepted norms based on collective behavior.
• Evaluate the potential positive and negative impacts of informational influence on business decision-making processes.
  • Informational influence can have both positive and negative impacts on business decision-making processes. On the positive side, it can lead to more informed decisions as team members leverage collective knowledge and expertise. This collaborative approach can enhance creativity and innovation within teams. However, the negative aspect arises when reliance on misleading or incorrect information leads to poor decisions. For instance, if individuals conform too strongly based on erroneous information without critically evaluating it, the outcome can be detrimental to the organization, illustrating the importance of balanced critical thinking alongside reliance on group input.

Related terms

Normative influence: Normative influence occurs when individuals conform to the expectations or behaviors of a group to gain acceptance or approval, rather than due to a belief in the group's correctness.

Social proof: Social proof is a psychological phenomenon where individuals look to the behaviors and actions of others to guide their own decisions, particularly in uncertain situations.

Groupthink: Groupthink is a psychological phenomenon that occurs within a group when the desire for harmony and conformity leads to irrational decision-making outcomes, often suppressing dissenting viewpoints.