Descriptive Social Norms as Underappreciated Sources of Social Control

  title={Descriptive Social Norms as Underappreciated Sources of Social Control},
  author={Robert B. Cialdini},
  • R. Cialdini
  • Published 12 June 2007
  • Psychology
  • Psychometrika
Böckenholt and van der Heijden’s results regarding compliance with insurance regulations—that the enforcement activities of a regulatory agency were relatively unpredictive of compliance—are consistent with findings from other domains (e.g., tax adherence), where personal factors and informal social controls have been shown to play a more significant role. However, the specific form of informal social control investigated in Böckenholt and van der Heijden’s study (the perceived approval… 
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