The embedding forces of network commitment: An examination of the psychological processes linking advice centrality and susceptibility to social influence

Abstract

We draw on concepts of embeddedness and commitment to explain people's susceptibility to social influence from their personal network. Using two samples and multiple methods (experimental manipulation, social network inventories, and surveys) we assess whether embeddedness in one's social network (i.e., advice centrality) affects susceptibility to social influence, via commitment to one's personal network. We extend concepts of affective, normative, and instrumental commitment to an individual’s personal network for this purpose. In Study 1, we experimentally manipulate normative social information and find that central members are more likely to conform to social influence, according to mechanisms of psychological affective and instrumental network commitment. Study 2 tests the robustness of our generalized predictions by considering how advice centrality relates to one’s aggregate dyadic network commitments and perceived social influence. Study 2 results indicate that advice centrality positively relates to perceived social influence through relational affective, normative, and instrumental network commitment.