normative influence
the personal and interpersonal processes that cause individuals to feel, think, and act in ways that are consistent with social norms, standards, and conventions. Normative influence is partly personal, because individuals who have internalized their group’s norms will strive to act in ways that are consistent with those norms. It is also interpersonal, because groups place direct and indirect pressure on members to comply with their norms. Those who consistently violate the group’s norms are often subjected to negative interpersonal consequences (e.g., ostracism, ridicule, punishment), whereas those who conform are typically rewarded. Also called normative social influence. Compare informational influence; interpersonal influence.