Social influence in groups: A comparative application of relational framing theory and the elaboration likelihood model of persuasion

Abstract

Normative influence, as opposed to informational influence, in groups often diminishes decision-making outcomes. Despite the important effect of social influence on group performance, prior research on social influence in groups has largely focused on variable analytic conditions that affect influence, instead of on theoretical explanations of the use of social influence. This paper addressed that limitation by applying Relational Framing Theory (Dillard, Solomon, & Samp, 1996) and the Elaboration Likelihood Model (Petty & Cacioppo, 1986) to social influence in groups. A 3 (group interaction goal: task, group, control)×2 (involvement: high or control) factorial design experiment was conducted to test the applicability of these two theories. Results demonstrated that neither theory predicted the occurrence of normative and informational statements in discussion. Additional tests, however, showed greater general support for Relational Framing Theory.