Self-persuading norms: Adding a self-persuasion technique strengthens the influence of descriptive social norms. (1st December 2022)
- Record Type:
- Journal Article
- Title:
- Self-persuading norms: Adding a self-persuasion technique strengthens the influence of descriptive social norms. (1st December 2022)
- Main Title:
- Self-persuading norms: Adding a self-persuasion technique strengthens the influence of descriptive social norms
- Authors:
- Bergquist, Magnus
Ejelöv, Emma - Abstract:
- ABSTRACT: Social norms have been implemented to change a variety of behaviors. Yet, these studies show noticeable dispersion of effects. We suggest that such dispersion is partially due to people perceiving reasons for following a certain norm to be more or less appealing. In testing this proposition, we couple descriptive norms with a self-persuading technique (i.e. the self-persuading norm). We propose that the self-persuading norm operate in two steps: 1) self-persuasion leads to value-matched information, 2) value-matched information is more self-relevant, making the norm more influential. Across three experiments, we consistently found that self-persuading norms are more influential than simple descriptive norms and a control condition. The practical applications are straightforward: adding self-persuasive content seems to strengthen the descriptive norm.
- Is Part Of:
- Social influence. Volume 17:Number 1(2022)
- Journal:
- Social influence
- Issue:
- Volume 17:Number 1(2022)
- Issue Display:
- Volume 17, Issue 1 (2022)
- Year:
- 2022
- Volume:
- 17
- Issue:
- 1
- Issue Sort Value:
- 2022-0017-0001-0000
- Page Start:
- 1
- Page End:
- 16
- Publication Date:
- 2022-12-01
- Subjects:
- Social norms -- self-persuasion -- social influence -- pro-health choice
Social influence -- Periodicals
302.13 - Journal URLs:
- http://www.tandfonline.com/toc/psif20/current ↗
http://www.tandfonline.com/ ↗ - DOI:
- 10.1080/15534510.2022.2047776 ↗
- Languages:
- English
- ISSNs:
- 1553-4510
- Deposit Type:
- Legaldeposit
- View Content:
- Available online (eLD content is only available in our Reading Rooms) ↗
- Physical Locations:
- British Library DSC - 8318.116180
British Library DSC - BLDSS-3PM
British Library HMNTS - ELD Digital store - Ingest File:
- 21819.xml