• Publications
  • Influence
The Constructive, Destructive, and Reconstructive Power of Social Norms
TLDR
A field experiment in which normative messages were used to promote household energy conservation, offering an explanation for the mixed success of persuasive appeals based on social norms and suggesting how such appeals should be properly crafted.
A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels
Two field experiments examined the effectiveness of signs requesting hotel guests' participation in an environmental conservation program. Appeals employing descriptive norms (e.g., "the majority of
Microbes, mating, and morality: individual differences in three functional domains of disgust.
TLDR
This work investigates a 3-domain model of disgust and introduces a new measure of disgust sensitivity, which shows predictable differentiation based on sex, perceived vulnerability to disease, psychopathic tendencies, and Big 5 personality traits.
Going green to be seen: status, reputation, and conspicuous conservation.
TLDR
Supporting the notion that altruism signals one's willingness and ability to incur costs for others' benefit, status motives increased desire for green products when shopping in public and when green products cost more (but not less) than nongreen products.
Normative Social Influence is Underdetected
TLDR
Investigation of the persuasive impact and detectability of normative social influence shows that normative messages can be a powerful lever of persuasion but that their influence is underdetected.
The evolutionary basis of risky adolescent behavior: implications for science, policy, and practice.
TLDR
The evolutionary model contends that understanding the evolutionary functions of adolescence is critical to explaining why adolescents engage in risky behavior and that successful intervention depends on working with, instead of against, adolescent goals and motivations.
Blatant benevolence and conspicuous consumption: when romantic motives elicit strategic costly signals.
TLDR
Overall, romantic motives seem to produce highly strategic and sex-specific self-presentations best understood within a costly signaling framework.
The influence of mortality and socioeconomic status on risk and delayed rewards: a life history theory approach.
TLDR
Overall, mortality cues appear to propel individuals toward diverging life history strategies as a function of childhood socioeconomic status, suggesting important implications for how environmental factors influence economic decisions and risky behaviors.
When the Economy Falters, Do People Spend or Save? Responses to Resource Scarcity Depend on Childhood Environments
TLDR
It is proposed that people’s responses to resource scarcity depend on the harshness of their early-life environment, as reflected by childhood socioeconomic status (SES), and how people from different childhood environments responded to resource scarce is tested.
Peacocks, Porsches, and Thorstein Veblen: conspicuous consumption as a sexual signaling system.
TLDR
Findings suggest that flaunting status-linked goods to potential mates is not simply about displaying economic resources, but appears to be part of a more precise signaling system focused on short-term mating.
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