Social Proof
Informational Social Influence
A psychological phenomenon where people copy the actions of others in an attempt to reflect correct behavior in a given situation.
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Origin
Coined by psychologist Robert Cialdini in his 1984 bestseller Influence: The Psychology of Persuasion. Cialdini identified it as one of six key principles of persuasion, drawing on years of undercover fieldwork studying salespeople, fundraisers, and advertisers.
Updated February 22, 2026