Social influence, negotiation and cognition

To understand how personal agreements can be generated within complexly differentiated social systems, we develop an agent-based computational model of negotiation in which social influence plays a key role in the attainment of social and cognitive integration. The model reflects a view of social influence that is predicated on the interactions among such factors as the agents' cognition, their abilities to initiate and maintain social behaviour, as well as the structural patterns of social relations in which influence unfolds. Findings from a set of computer simulations of the model show that the degree to which agents are influenced depends on the network of relations in which they are located, on the order in which interactions occur, and on the type of information that these interactions convey. We also find that a fundamental role in explaining influence is played by how inclined the agents are to be concilatory with each other, how accurate their beliefs are, and how self-confident they are in dealing with their social interactions. Moreover, the model provides insights into the trade-offs typically involved in the exercise of social influence

Collective dynamics of belief evolution under cognitive coherence and social conformity

Human history has been marked by social instability and conflict, often driven by the irreconcilability of opposing sets of beliefs, ideologies, and religious dogmas. The dynamics of belief systems has been studied mainly from two distinct perspectives, namely how cognitive biases lead to individual belief rigidity and how social influence leads to social conformity. Here we propose a unifying framework that connects cognitive and social forces together in order to study the dynamics of societal belief evolution. Each individual is endowed with a network of interacting beliefs that evolves through interaction with other individuals in a social network. The adoption of beliefs is affected by both internal coherence and social conformity. Our framework explains how social instabilities can arise in otherwise homogeneous populations, how small numbers of zealots with highly coherent beliefs can overturn societal consensus, and how belief rigidity protects fringe groups and cults against invasion from mainstream beliefs, allowing them to persist and even thrive in larger societies. Our results suggest that strong consensus may be insufficient to guarantee social stability, that the cognitive coherence of belief-systems is vital in determining their ability to spread, and that coherent belief-systems may pose a serious problem for resolving social polarization, due to their ability to prevent consensus even under high levels of social exposure. We therefore argue that the inclusion of cognitive factors into a social model is crucial in providing a more complete picture of collective human dynamics

Determinants of social and institutional beliefs about internet acceptance within developing country’s context: A structural evaluation of higher education systems in Pakistan

This study aims to extend a model of technology acceptance to suit in developing country’s context. The model attempts to identify relationship between social and institutional factors over behavioural intention and usage. Recently, ‘acceptance and adoption of information technology (IT) in multicultural setting’ is becoming topic of interest for IS researchers. In this line, numerous theories and models are proposed to contribute in examining factors of IT acceptance and reluctance. It is argued that the models in published literature are found culturally biased, which successfully present results in only American and European context, however, their validity became questionable when they were tested in south Asian countries context. Additionally, lack of research is observed to predict individual’s cognitive behaviour of acceptance, which are influenced by social factors (i.e. peer influence and superior influence, voluntariness, experience) and institutional factors (i.e. local institutional management influence and top-level governmental policies influence). This study used Structural Equation Modelling (SEM) based on Partial Least Square (PLS) method to analyse the data. The results reveal that the proposed conceptual model achieves acceptable fit and the hypothesised paths are valid

Social Influence and the Generation of Joint Mental Attitudes in Multi-agent Systems

This work examines the social structural and cognitive foundations of joint mental attitudes in complexly differentated multi-agent systems, and incorporates insights from a variety of disciplines, including mainstream Distributed Artificial Intelligence, sociology, administrative science, social psychology, and organisational perspectives. At the heart of this work lies the understanding of the on-going processes by which socially and cognitively differentiated agents come to be socially and cognitively integrated. Here we claim that such understanding rests on the consideration of the nature of the influence processes that affect socialisation intensity. To this end, we provide a logic-based computational model of social influence and we undertake a set of virtual experiments to investigate whether and to what extent this process, when it is played out in a system of negotiating agents, results in a modification of the agents' mental attitudes and impacts on negotiation performance

Social Influence Dynamics in Aptitude Tasks

Learning and, more generally, the development of cognitive processes in children has been thought to depend on the nature of the conflict induced by confrontation with others (i.e., socio-cognitive conflict). The aim of this article is to extend this notion to social-influence situations involving adolescents and young adults through the presentation of a model that explains social influence in aptitude tasks. This model takes into account the differences or similarities of the competencies of the source and target. It conceptualizes the social versus epistemic regulations of conflict in terms of an identity threat that can be induced by social comparison. To illustrate parts of the model, several experiments are briefly summarized. One demonstrates the conflict regulation dynamics involved in the similarities or differences of the sources' and targets' competencies, while the others show how social-influence dynamics are modified by the presence or absence of a threat to self-competenc

Dispositional Coping, Coping Effectiveness, and Cognitive Social Maturity Among Adolescent Athletes

It is accepted among scholars that coping changes as people mature during adolescence, but little is known about the relationship between maturity and coping. The purpose of this paper was to assess a model, which included dispositional coping, coping effectiveness, and cognitive social maturity. We predicted that cognitive social maturity would have a direct effect on coping effectiveness, and also an indirect impact via dispositional coping. Two hundred forty-five adolescent athletes completed measures of dispositional coping, coping effectiveness, and cognitive social maturity, which has three dimensions: conscientiousness, peer influence on behavior, and rule following. Using structural equation modeling, we found support for our model, suggesting that coping is related to cognitive social maturity. This information can be used to influence the content of coping interventions for adolescents of different maturational levels

Snowball Effect of User Participation in Online Environmental Communities: Elaboration Likelihood under Social Influence

Ecological preservation and sustainable development depend on active public involvement. The emergence of online environmental communities greatly facilitates people’s participation in green endeavors. The population penetration of such platforms accelerates as existing users persuade people around them and media coverage further attracts public attention. This snowball effect plays an important role in the user base expansion, but the specific mechanism of social influence involved is yet to be examined. Based on the social influence theory, cognitive response theory, and elaboration likelihood model, this study establishes a research model depicting the relationship between persuasion in terms of social influence and outcomes in terms of behavioral intention and actual participation through the mediation of cognitive responses in terms of perceived value and perceived risk. Empirical results from survey observations show that social influence has both moderated (by education) and mediated (through perceived risk) effects on behavioral intention, which leads to actual participation. Meanwhile, social influence shapes the perceived value, which has a direct and strong impact on actual participation. These central and peripheral routes through which social influence affects individual participation yield useful theoretical and practical implications on human behavior with online environmental communities