A model of interpersonally communicated normative influence is put forth proposing that conformity to normative influence messages is a function of a membership concept and a reference concept. The major constructs outlined are (interpersonally communicated) normative influence, conformity, membership, and reference; propositions are put forth regarding the relationships among them. The proposed model generally is consistent with a number of explanations for the influence of social groups and normative influence on behavior (e.g., social identity theories, theory on social norms, process of identification). Some preliminary evidence for the model is first reported across two studies; following this, an experiment is reported that did not give further evidence for the model. Implications of the observed data and limitations of the studies are discussed.
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