Which type of social influence involves conforming to others to be liked or accepted, rather than because of evidence?

• A. Informational
• B. Normative
• C. Social cognitive theory
• D. Operant conditioning

Answer: (B)

Normative social influence is the drive to conform to be liked or accepted by a group. People go along with what others think or do to gain social approval and avoid rejection, often resulting in outward conformity even if they don’t privately believe the same thing.

This differs from informational influence, which happens when we conform because we trust others’ information or judgment and genuinely come to believe the group’s view, often leading to private acceptance, especially in uncertain situations.

The other options don’t describe this motivation. Informational influence centers on evidence and truth-seeking, not the need to be liked. Social cognitive theory focuses on learning by observing others and cognitive processes, not a specific conformity motive. Operant conditioning explains behavior shaped by reinforcement and punishment, not social acceptance.