Shared Attention at the Origin: On the Psychological Power of Descriptive Norms. (November 2015)

• Record Type: Journal Article
• Authors: Shteynberg, Garriy
• Other Names: Zou Xi guest-editor.; Leung Angela K.-y guest-editor.
• Is Part Of: Journal of cross-cultural psychology. Volume 46:Number 10(2015)
• Page Start: 1245
• Page End: 1251
• Publication Date: 2015-11
• Subjects: shared attention -- descriptive norms -- group processes -- behavioral norms; Ethnopsychology -- Periodicals; 155.805
• DOI: 10.1177/0022022115600260
• Languages: English
• ISSNs: 0022-0221

Abstract

What is at the origin of a descriptive norm's power to influence people? The standard explanation posits that a perceived widespread frequency of a given behavior signals a groupwide attitudinal agreement with that behavior, which in turn further encourages that behavior. Alternatively, I argue that the psychological power behind descriptive norms lies in the social nature of the attentional mode in which typical behavior is encountered. I introduce the reader to recent research on shared attention and its cognitive, attitudinal, affective, and behavioral consequences. Then, I use the shared attention perspective to further understand the psychological power of descriptive norms.