Normative social influence is underdetected

被引：1105

作者：

Nolan, Jessica M. ^{[1
]}

Schultz, P. Wesley ^{[2
]}

Cialdini, Robert B. ^{[3
]}

Goldstein, Noah J. ^{[4
]}

Griskevicius, Vladas ^{[5
]}

机构：

[1] Univ Arkansas, Dept Psychol, Fayetteville, AR 72701 USA

[2] Calif State Univ, San Marcos, TX USA

[3] Arizona State Univ, Tempe, AZ 85287 USA

[4] Univ Chicago, Chicago, IL 60637 USA

[5] Univ Minnesota, Minneapolis, MN 55455 USA

来源：

PERSONALITY AND SOCIAL PSYCHOLOGY BULLETIN | 2008年 / 34卷 / 07期

关键词：

social norms; social influence; pro-environmental behavior; social inference;

D O I：

10.1177/0146167208316691

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

The present research investigated the persuasive impact and detectability of normative social influence. The first study surveyed 810 Californians about energy conservation and found that descriptive normative beliefs were more predictive of behavior than were other relevant beliefs, even though respondents rated such norms as least important in their conservation decisions. Study 2, a field experiment, showed that normative social influence produced the greatest change in behavior compared to information highlighting other reasons to conserve, even though respondents rated the normative information as least motivating. Results show that normative messages can be a powerful lever of persuasion but that their influence is underdetected.

引用

页码：913 / 923

页数：11

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