Exposure to the Views of Opposing Others with Latent Cognitive Differences Results in Social Influence—But Only When Those Differences Remain Obscured

Published Online:https://doi.org/10.1287/mnsc.2022.00895

References

  • Abrams D, Hogg MA (1990) Social identification, self-categorization and social influence. Eur. Rev. Soc. Psych. 1(1):195–228.CrossrefGoogle Scholar
  • Aggarwal I, Woolley AW (2019) Team creativity, cognition, and cognitive style diversity. Management Sci. 65(4):1586–1599.LinkGoogle Scholar
  • Amabile TM, Conti R, Coon H, Lazenby J, Herron M (1996) Assessing the work environment for creativity. Acad. Management J. 39(5):1154–1184.CrossrefGoogle Scholar
  • Aminpour P, Gray SA, Jetter AJ, Introne JE, Singer A, Arlinghaus R (2020) Wisdom of stakeholder crowds in complex social–ecological systems. Nature Sustainability 3(3):191–199.CrossrefGoogle Scholar
  • Bail CA, Argyle LP, Brown TW, Bumpus JP, Chen H, Hunzaker MBF, Lee J, Mann M, Merhout F, Volfovsky A (2018) Exposure to opposing views on social media can increase political polarization. Proc. Natl. Acad. Sci. USA 115(37):9216–9221.CrossrefGoogle Scholar
  • Baldassarri D, Bearman P (2007) Dynamics of political polarization. Am. Sociol. Rev. 72(5):784–811.CrossrefGoogle Scholar
  • Balietti S, Getoor L, Goldstein DG, Watts DJ (2021) Reducing opinion polarization: Effects of exposure to similar people with differing political views. Proc. Natl. Acad. Sci. USA 118(52):e2112552118.CrossrefGoogle Scholar
  • Becker J, Brackbill D, Centola D (2017) Network dynamics of social influence in the wisdom of crowds. Proc. Natl. Acad. Sci. USA 114(26):E5070–E5076.CrossrefGoogle Scholar
  • Becker JA, Guilbeault D, Smith EB (2021) The crowd classification problem: Social dynamics of binary-choice accuracy. Management Sci. 68(5):3949–3965.LinkGoogle Scholar
  • Boutyline A, Soter LK (2020) Cultural schemas: What they are, how to find them, and what to do once you’ve caught one. Am. Sociol. Rev. 86(4):728–758.CrossrefGoogle Scholar
  • Byrne D (1997) An overview (and underview) of research and theory within the attraction paradigm. J. Soc. Personal Relationships 14(3):417–431.CrossrefGoogle Scholar
  • Cannon-Bowers JA, Salas E, Converse S (1993) Shared mental models in expert team decision making. Castellan NJ, ed. Individual and Group Decision Making: Current Issues (Psychology Press, New York), 221–246.Google Scholar
  • Carley K, Palmquist M (1992) Extracting, representing, and analyzing mental models. Soc. Forces 70(3):601–636.CrossrefGoogle Scholar
  • Centola D (2021) Change: How to Make Big Things Happen (Little, Brown and Company, New York).Google Scholar
  • Centola D (2022) The network science of collective intelligence. Trends Cognitive Sci. 26(11):923–941.CrossrefGoogle Scholar
  • Centola D, Guilbeault D, Sarkar U, Khoong E, Zhang J (2021) The reduction of race and gender bias in clinical treatment recommendations using clinician peer networks in an experimental setting. Nature Comm. 12:6585.CrossrefGoogle Scholar
  • Cerulo KA, Leschziner V, Shepherd H (2021) Rethinking culture and cognition. Annu. Rev. Sociol. 47:63–85.CrossrefGoogle Scholar
  • Chemers M (2014) An Integrative Theory of Leadership (Psychology Press, New York).CrossrefGoogle Scholar
  • Chen H, De P, Hu YJ, Hwang B-H (2014) Wisdom of crowds: The value of stock opinions transmitted through social media. Rev. Financial Stud. 27(5):1367–1403.CrossrefGoogle Scholar
  • Cialdini RB, Goldstein NJ (2004) Social influence: Compliance and conformity. Annu. Rev. Psych. 55:591–621.CrossrefGoogle Scholar
  • Cialdini RB, Sagarin BJ (2005) Principles of interpersonal influence. Brock TC, Green MC, eds. Persuasion: Psychological Insights and Perspectives (Sage Publications, Inc., Thousand Oaks, CA), 143–169.Google Scholar
  • Collins AM, Loftus EF (1975) A spreading-activation theory of semantic processing. Psych. Rev. 82(6):407–428.CrossrefGoogle Scholar
  • Constant A, Ramstead MJD, Veissière SPL, Friston K (2019) Regimes of expectations: An active inference model of social conformity and human decision making. Frontiers Psych. 10:679.CrossrefGoogle Scholar
  • d’Andrade RG (1995) The Development of Cognitive Anthropology (Cambridge University Press, Cambridge, UK).CrossrefGoogle Scholar
  • de Vaan M, Stark D, Vedres B (2015) Game changer: The topology of creativity. Amer. J. Sociol. 120(4):1144–1194.CrossrefGoogle Scholar
  • DeGroot MH (1974) Reaching a consensus. J. Amer. Statist. Assoc. 69(345):118–121.CrossrefGoogle Scholar
  • DellaPosta D, Shi Y, Macy M (2015) Why do liberals drink lattes? Amer. J. Sociol. 120(5):1473–1511.CrossrefGoogle Scholar
  • DiMaggio P (1997) Culture and cognition. Annu. Rev. Sociol. 23:263–287.CrossrefGoogle Scholar
  • Feinberg M, Willer R (2015) From gulf to bridge: When do moral arguments facilitate political influence? Personality Soc. Psych. Bull. 41(12):1665–1681.CrossrefGoogle Scholar
  • Fiske ST, Cuddy AJC, Glick P (2007) Universal dimensions of social cognition: Warmth and competence. Trends Cognitive Sci. 11(2):77–83.CrossrefGoogle Scholar
  • Flache A, Macy MW (2011) Small worlds and cultural polarization. J. Math. Sociol. 35(1–3):146–176.CrossrefGoogle Scholar
  • French JRP Jr (1956) A formal theory of social power. Psych. Rev. 63(3):181–194.CrossrefGoogle Scholar
  • Frey V, van de Rijt A (2021) Social influence undermines the wisdom of the crowd in sequential decision making. Management Sci. 67(7):4273–4286.LinkGoogle Scholar
  • Friedkin NE (1998) A Structural Theory of Social Influence, Structural Analysis in the Social Sciences, vol. 13 (Cambridge University Press, Cambridge, UK).CrossrefGoogle Scholar
  • Friedkin NE, Johnsen EC (2011) Social Influence Network Theory: A Sociological Examination of Small Group Dynamics, Structural Analysis in the Social Sciences, vol. 33 (Cambridge University Press, Cambridge, UK).CrossrefGoogle Scholar
  • Gauchat G, Andrews KT (2018) The cultural-cognitive mapping of scientific professions. Amer. Sociol. Rev. 83(3):567–595.CrossrefGoogle Scholar
  • Goldberg A (2011) Mapping shared understandings using relational class analysis: The case of the cultural omnivore reexamined. Amer. J. Sociol. 116(5):1397–1436.CrossrefGoogle Scholar
  • Goldberg A, Stein SK (2018) Beyond social contagion: Associative diffusion and the emergence of cultural variation. Amer. Sociol. Rev. 83(5):897–932.CrossrefGoogle Scholar
  • Grant AM, Berry JW (2011) The necessity of others is the mother of invention: Intrinsic and prosocial motivations, perspective taking, and creativity. Acad. Management J. 54(1):73–96.CrossrefGoogle Scholar
  • Guilbeault D, Centola D (2020) Networked collective intelligence improves dissemination of scientific information regarding smoking risks. PLoS One 15(2):e0227813.CrossrefGoogle Scholar
  • Guilbeault D, Baronchelli A, Centola D (2021) Experimental evidence for scale-induced category convergence across populations. Nature Comm. 12:327.CrossrefGoogle Scholar
  • Guilbeault D, Becker J, Centola D (2018) Social learning and partisan bias in the interpretation of climate trends. Proc. Natl. Acad. Sci. USA 115(39):9714–9719.CrossrefGoogle Scholar
  • Hoever IJ, Van Knippenberg D, Van Ginkel WP, Barkema HG (2012) Fostering team creativity: Perspective taking as key to unlocking diversity’s potential. J. Appl. Psych. 97(5):982–996.CrossrefGoogle Scholar
  • Hogg MA, Turner JC (1987) Intergroup behaviour, self-stereotyping and the salience of social categories. Br. J. Soc. Psych. 26(4):325–340.CrossrefGoogle Scholar
  • Hogg MA, Turner JC, Davidson B (1990) Polarized norms and social frames of reference: A test of the self-categorization theory of group polarization. Basic Appl. Soc. Psych. 11(1):77–100.CrossrefGoogle Scholar
  • Hong L, Page SE (2004) Groups of diverse problem solvers can outperform groups of high-ability problem solvers. Proc. Natl. Acad. Sci. USA 101(46):16385–16389.CrossrefGoogle Scholar
  • Hunzaker MBF (2016) Cultural sentiments and schema-consistency bias in information transmission. Amer. Sociol. Rev. 81(6):1223–1250.CrossrefGoogle Scholar
  • Hunzaker MBF, Valentino L (2019) Mapping cultural schemas: From theory to method. Amer. Sociol. Rev. 84(5):950–981.CrossrefGoogle Scholar
  • Jahani E, Gallagher N, Merhout F, Cavalli N, Guilbeault D, Leng Y, Bail CA (2022) An online experiment during the 2020 US–Iran crisis shows that exposure to common enemies can increase political polarization. Sci. Rep. 12:19304.CrossrefGoogle Scholar
  • Kaufmann R, Gupta P, Taylor J (2021) An active inference model of collective intelligence. Entropy 23(7):830.CrossrefGoogle Scholar
  • Lakoff G (2010) Moral Politics: How Liberals and Conservatives Think (University of Chicago Press, Chicago).Google Scholar
  • Leenders RTAJ (2002) Modeling social influence through network autocorrelation: Constructing the weight matrix. Soc. Networks 24(1):21–47.CrossrefGoogle Scholar
  • Liu CC, Srivastava SB (2015) Pulling closer and moving apart: Interaction, identity, and influence in the US Senate, 1973 to 2009. Amer. Sociol. Rev. 80(1):192–217.CrossrefGoogle Scholar
  • Liu K-Y, King M, Bearman PS (2010) Social influence and the autism epidemic. Amer. J. Sociol. 115(5):1387–1434.CrossrefGoogle Scholar
  • Lix K, Goldberg A, Srivastava S, Valentine MA (2022) Aligning differences: Discursive diversity and team performance. Management Sci. 68(11):8430–8448.LinkGoogle Scholar
  • Macy MW, Kitts JA, Flache A, Benard S (2003) Polarization in dynamic networks: A Hopfield model of emergent structure. Breiger R, Carley K, Pattison P, eds. Dynamic Social Network Modeling and Analysis (National Academies Press, Washington, DC), 162–173.Google Scholar
  • Mancini A, Desiderio A, Di Clemente R, Cimini G (2022) Self-induced consensus of Reddit users to characterise the GameStop short squeeze. Sci. Rep. 12:13780.CrossrefGoogle Scholar
  • Mark NP (2003) Culture and competition: Homophily and distancing explanations for cultural niches. Amer. Sociol. Rev. 68(3):319–345.CrossrefGoogle Scholar
  • Marsden PV (1981) Introducing influence processes into a system of collective decisions. Amer. J. Sociol. 86(6):1203–1235.CrossrefGoogle Scholar
  • Marsden PV, Friedkin NE (1993) Network studies of social influence. Sociol. Methods Res. 22(1):127–151.CrossrefGoogle Scholar
  • Mäs M, Flache A, Kitts JA (2014) Cultural integration and differentiation in groups and organizations. Dignum V, Dignum F, eds. Perspectives on Culture and Agent-Based Simulations (Springer, Cham, Switzerland), 71–90.CrossrefGoogle Scholar
  • Matzler K, Strobl A, Bailom F (2016) Leadership and the wisdom of crowds: How to tap into the collective intelligence of an organization. Strategy Leadership 44(1):30–35.CrossrefGoogle Scholar
  • Mayo AT, Woolley AW, Chow RM (2020) Unpacking participation and influence: Diversity’s countervailing effects on expertise use in groups. Acad. Management Discov. 6(2):300–319.CrossrefGoogle Scholar
  • McDaniel MA, Whetzel DL (2005) Situational judgment test research: Informing the debate on practical intelligence theory. Intelligence 33(5):515–525.CrossrefGoogle Scholar
  • Miles A, Charron-Chénier R, Schleifer C (2019) Measuring automatic cognition: Advancing dual-process research in sociology. Amer. Sociol. Rev. 84(2):308–333.CrossrefGoogle Scholar
  • Mohr JW (1998) Measuring meaning structures. Annu. Rev. Sociol. 24:345–370.CrossrefGoogle Scholar
  • Moyer D, Carson S, Dye T, Carson R, Goldbaum D (2015) Determining the influence of Reddit posts on Wikipedia pageviews. Proc. Internat. AAAI Conf. Web Soc. Media 9(5):75–82.CrossrefGoogle Scholar
  • Page S (2019) The Diversity Bonus (Princeton University Press, Princeton, NJ).Google Scholar
  • Pelled LH, Eisenhardt KM, Xin KR (1999) Exploring the black box: An analysis of work group diversity, conflict and performance. Admin. Sci. Quart. 44(1):1–28.CrossrefGoogle Scholar
  • Peus C, Braun S, Frey D (2013) Situation-based measurement of the full range of leadership model—Development and validation of a situational judgment test. Leadership Quart. 24(5):777–795.CrossrefGoogle Scholar
  • Postmes T, Haslam SA, Swaab RI (2005) Social influence in small groups: An interactive model of social identity formation. Eur. Rev. Soc. Psych. 16:1–42.CrossrefGoogle Scholar
  • Rivera MT, Soderstrom SB, Uzzi B (2010) Dynamics of dyads in social networks: Assortative, relational, and proximity mechanisms. Annu. Rev. Sociol. 36:91–115.CrossrefGoogle Scholar
  • Rosenberg S, Nelson C, Vivekananthan PS (1968) A multidimensional approach to the structure of personality impressions. J. Personality Soc. Psych. 9(4):283–294.CrossrefGoogle Scholar
  • Salganik MJ, Dodds PS, Watts DJ (2006) Experimental study of inequality and unpredictability in an artificial cultural market. Science 311(5762):854–856.CrossrefGoogle Scholar
  • Srivastava SB, Banaji MR (2011) Culture, cognition, and collaborative networks in organizations. Amer. Sociol. Rev. 76(2):207–233.CrossrefGoogle Scholar
  • Surowiecki J (2005) The Wisdom of Crowds (Anchor Books, New York).Google Scholar
  • Taylor SJ, Muchnik L, Kumar M, Aral S (2023) Identity effects in social media. Nature Human Behav. 7(1):27–37.CrossrefGoogle Scholar
  • Tenenbaum JB, Kemp C, Griffiths TL, Goodman ND (2011) How to grow a mind: Statistics, structure, and abstraction. Science 331(6082):1279–1285.CrossrefGoogle Scholar
  • Turner JC (1991) Social Influence (Thomson Brooks/Cole Publishing Co., Pacific Grove, CA).Google Scholar
  • Turner JC, Reynolds KJ (2011) Self-categorization theory. Van Lange PAM, Kruglanski AW, Higgins ET, eds. Handbook of Theories in Social Psychology, vol. 2 (SAGE Publications Ltd., London), 399–417.Google Scholar
  • Turner JC, Wetherell MS, Hogg MA (1989) Referent informational influence and group polarization. Br. J. Soc. Psych. 28(2):135–147.CrossrefGoogle Scholar
  • Turner JC, Hogg MA, Oakes PJ, Reicher SD, Wetherell MS (1987) Rediscovering the Social Group: A Self-Categorization Theory (Basil Blackwell, Oxford, UK).Google Scholar
  • van Loon A, Goldberg A, Srivastava SB (2023) Imagined otherness: Perceived schematic difference fuels dehumanization. Stanford Graduate School of Business Working Paper No. 4116, Stanford University, Stanford, CA.Google Scholar
  • Wojcieszak M (2011) Deliberation and attitude polarization. J. Comm. 61(4):596–617.CrossrefGoogle Scholar
  • Wood ML, Stoltz DS, Van Ness J, Taylor MA (2018) Schemas and frames. Sociol. Theory 36(3):244–261.CrossrefGoogle Scholar
  • Wood W (2000) Attitude change: Persuasion and social influence. Annu. Rev. Psych. 51:539–570.CrossrefGoogle Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.