Culture as common sense: Perceived consensus versus personal beliefs as mechanisms of cultural influence.

Zou, Xi; Tam, Kim-Pong; Morris, Michael W.; Lee, Sau-lai; Lau, Ivy Yee-Man; Chiu, Chi-yue

doi:10.1037/a0016399

Cited by 369Cultural Differences and ValuesSocial and Intergroup PsychologyPsychology of Social Influence

Culture as common sense: Perceived consensus versus personal beliefs as mechanisms of cultural influence.

Zou, Xi, Tam, Kim-Pong, Morris, Michael W., Lee, Sau-lai, Lau, Ivy Yee-Man, Chiu, Chi-yue·2009·Journal of Personality and Social Psychology

DOI 10.1037/a0016399

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Abstract

The authors propose that culture affects people through their perceptions of what is consensually believed. Whereas past research has examined whether cultural differences in social judgment are mediated by differences in individuals' personal values and beliefs, this article investigates whether they are mediated by differences in individuals' perceptions of the views of people around them. The authors propose that individuals who perceive that traditional views are culturally consensual (e.g., Chinese participants who believe that most of their fellows hold collectivistic values) will themselves behave and think in culturally typical ways. Four studies of previously well-established cultural differences found that cultural differences were mediated by participants' perceived consensus as much as by participants' personal views. This held true for cultural differences in the bases of compliance (Study 1), attributional foci (Study 2), and counterfactual thinking styles (Study 3). To tease apart the effect of consensus perception from other possibly associated individual differences, in Study 4, the authors experimentally manipulated which of 2 cultures was salient to bicultural participants and found that judgments were guided by participants' perception of the consensual view of the salient culture.

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Creativity East and West: Perspectives and Parallels
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For Whom Is Parting With Possessions More Painful?
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Culture Change in Elite Sport Performance Teams: Examining and Advancing Effectiveness in the New Era
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The Social Psychology of Intergroup Toleration
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Mere exposure affects perceived descriptive norms: Implications for personal preferences and trust
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What I do and What I think they Would Do: Social Axioms and Behaviour
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The social and cultural psychology of honour: What have we learned from researching honour in Turkey?
Uskul, A. K., & Cross, S. E. (2019) · European Review of Social Psychology · doi:10.1080/10463283.2018.1542903 · Cited by 77 · see citing works
Culture, attribution and automaticity: a social cognitive neuroscience view
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Are Collectivistic Cultures More Prone to Rapid Transformation? Computational Models of Cross-Cultural Differences, Social Network Structure, Dynamic Social Influence, and Cultural Change
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Culture and National Well-Being: Should Societies Emphasize Freedom or Constraint?
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Intersubjective Consensus and the Maintenance of Normative Shared Reality
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Values as the Essence of Culture
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Differences in Career Decision-Making Profiles Between American and Chinese University Students
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Group-based emotion in group processes and intergroup relations
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Narcissism and United States’ culture: The view from home and around the world.
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Meaning, grounding, and the construction of social reality
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Intersubjective Model of Value Transmission
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A Measurement Model for Dignity, Face, and Honor Cultural Norms
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The Language of Coalition Formation in Online Multiparty Negotiations
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Deference in Indians' decision making: Introjected goals or injunctive norms?
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Social ecology of similarity
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Community Collectivism: A social dynamic approach to conceptualizing culture
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What Values Do Parents Want to Socialize in Their Children? The Role of Perceived Normative Values
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Understanding Cultural Identification Through Intersubjective Cultural Representation
Wan, C. (2015) · Journal of Cross-Cultural Psychology · doi:10.1177/0022022115610213 · Cited by 53 · see citing works
Representation and Incorporation of Close Others’ Responses
Smith, E. R., & Mackie, D. M. (2015) · Personality and Social Psychology Review · doi:10.1177/1088868315598256 · Cited by 53 · see citing works
Deity and Destiny
Young, M. J., Morris, M. W., Burrus, J. T., Krishnan, L., & Regmi, M. P. (2011) · Journal of Cross-Cultural Psychology · doi:10.1177/0022022110381123 · Cited by 54 · see citing works
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Agency and Identity in the Collective Self
Shteynberg, G., Hirsh, J. B., Garthoff, J., & Bentley, R. A. (2021) · Personality and Social Psychology Review · doi:10.1177/10888683211065921 · Cited by 57 · see citing works
When norms loom larger than the self: Susceptibility of preference–choice consistency to normative influence across cultures
Savani, K., Wadhwa, M., Uchida, Y., Ding, Y., & Naidu, N. V. R. (2015) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2014.09.001 · Cited by 53 · see citing works
The Cultural Dynamics of Rewarding Honesty and Punishing Deception
Wang, C. S., & Leung, A. K. ‐. (2010) · Personality and Social Psychology Bulletin · doi:10.1177/0146167210385921 · Cited by 51 · see citing works
The Impact of Laws on Norms Perceptions
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Culture as Common Sense: Perceived Consensus vs. Personal Beliefs as Mechanisms of Cultural InfluencePreprint
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Authors: Zou, X., Tam, K.-P., Morris, M. W., Lee, S.-L., Lau, I. Y.-M., & Chiu, C.-Y.
Affiliations: London Business School (GB)
Chinese University of Hong Kong (HK)
Columbia University (US)
Nanyang Technological University (SG)
Singapore Management University (SG)
University of Illinois Urbana-Champaign (US)
ORCID: Zou, Xi
Tam, Kim-Pong
Morris, Michael W.
Lee, Sau-lai
Lau, Ivy Yee-Man
Chiu, Chi-yue
Venue: Journal of Personality and Social Psychology
Publisher: American Psychological Association (APA)
Published: 2009-10
Volume: 97
Issue: 4
Pages: 579-597
ISSN: 0022-3514 (ISSN-L)
1939-1315
DOI: 10.1037/a0016399
OpenAlex: W3121835473
Cited by: 369
References: 135
Citations by year: 2026: 10 · 2025: 20 · 2024: 12 · 2023: 18 · 2022: 17 · 2021: 17 · 2020: 16 · 2019: 28 · 2018: 28 · 2017: 19 · 2016: 17 · 2015: 45 · 2014: 28 · 2013: 21 · 2012: 23
FWCI: 31.77
Type: journal article
Language: en
Open access: closed
Locations: Journal of Personality and Social Psychology (publishedVersion)
PubMed (publishedVersion)
Singapore Management University Institutional Knowledge (InK) (Singapore Management University) (submittedVersion)
DR-NTU (Nanyang Technological University) (submittedVersion)
Rare & Special e-Zone (The Hong Kong University of Science and Technology) (submittedVersion)
Funders: National Science Foundation (BCS-0743119)
Topics: Social Sciences › Psychology › Social Psychology › Cultural Differences and Values
Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
Social Sciences › Sociology and Political Science › Psychology of Social Influence
Keywords: cultural influence, perceived consensus, social judgment, collectivism, personal values, counterfactual reasoning, compliance, biculturalism, cultural salience
MeSH terms: Analysis of Variance, Chin, Cognition, Cross-Cultural Comparison, Cues, Culture, Female, Humans, Judgment, Male, Poland, Social Perception, Students, United States

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Culture as common sense: Perceived consensus versus personal beliefs as mechanisms of cultural influence.

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