title: Integrating social networks and human social motives to achieve social influence at scale.
abstract: The innovations of science often point to ideas and behaviors that must spread and take root in communities to have impact. Ideas, practices, and behaviors need to go from accepted truths on the part of a few scientists to commonplace beliefs and norms in the minds of the many. Moving from scientific discoveries to public good requires social influence. We introduce a structured influence process (SIP) framework to explain how social networks (i.e., the structure of social influence) and human social motives (i.e., the process of social influence wherein one person's attitudes and behaviors affect another's) are used collectively to enact social influence within a community. The SIP framework advances the science of scientific communication by positing social influence events that consider both the "who" and the "how" of social influence. This framework synthesizes core ideas from two bodies of research on social influence. The first is network research on social influence structures, which identifies who are the opinion leaders and who among their network of peers shapes their attitudes and behaviors. The second is research on social influence processes in psychology, which explores how human social motives such as the need for accuracy or the need for affiliation stimulate behavior change. We illustrate the practical implications of the SIP framework by applying it to the case of reducing neonatal mortality in India.
authors.affiliation: Departments of Industrial Engineering and Management Sciences, Communication Studies, and Management and Organizations, Northwestern University, Evanston, IL 60208; and nosh@northwestern.edu.
authors.forename: Noshir S
authors.initials: NS
authors.lastname: Contractor
authors.affiliation: School of Psychology, Georgia Institute of Technology, Atlanta, GA 30332.
authors.forename: Leslie A
authors.initials: LA
authors.lastname: DeChurch
mesh_terms: D003661:Decision Support Techniques; D006801:Humans; D007194:India; D007226:Infant Mortality; D007231:Infant, Newborn; D009042:Motivation / Q000502:physiology*; D011209:Power, Psychological; D012919:Social Behavior; D012944:Social Support
keywords: global health; network intervention; science communication; social sciences