Representation and Incorporation of Close Others’ Responses: The RICOR Model of Social Influence
Author(s): Eliot R. Smith, Diane M. Mackie
Abstract: We propose a new model of social influence, which can occur spontaneously and in the absence of typically assumed motives. We assume that perceivers routinely construct representations of other people’s experiences and responses (beliefs, attitudes, emotions, and behaviors), when observing others’ responses or simulating the responses of unobserved others. Like representations made accessible by priming, these representations may then influence the process that generates perceivers’ own responses, without intention or awareness, especially when there is a strong social connection to the other. We describe evidence for the basic properties and important moderators of this process, which distinguish it from other mechanisms such as informational, normative, or social identity influence. The model offers new perspectives on the role of others’ values in producing cultural differences, the persistence and power of stereotypes, the adaptive reasons for being influenced by others’ responses, and the impact of others’ views about the self.
Publication Title: Personality and Social Psychology Review, Vol.20(4)
Pub Year: 2016
Pages: 311 – 331
URL: http://dx.doi.org/10.1177/1088868315598256
Keywords: social influence, power, person perception

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