Descriptive Social Norms as Underappreciated Sources of Social Control

@article{Cialdini2007DescriptiveSN,
  title={Descriptive Social Norms as Underappreciated Sources of Social Control},
  author={Robert B. Cialdini},
  journal={Psychometrika},
  year={2007},
  volume={72},
  pages={263-268}
}
  • 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… 
Cosi fan tutte: Information, Beliefs, and Compliance with Norms
Summary Social norms help to solve collective dilemmas. In addition to the internalization of norms, social control, rational calculation, and rational acceptance, this paper analyzes the role of
Social norms and pro-environmental behavior: A review of the evidence
In light of the growing attention that social norm interventions have garnered as policy tools, we review the current body of evidence on their effectiveness with respect to pro-environmental
Social Proximity and the Erosion of Norm Compliance
We study how individuals' compliance with norms of pro-social behavior is influenced by other actors' compliance in a novel, dynamic, and non-strategic experimental setting. We are particularly
Injunctive Social Norms Primacy over Descriptive Social Norms in Retirement Savings Decisions
TLDR
The study finds injunctive social norms exert greater influence than descriptive social norms in predicting retirement savings intentions and has predictive primacy over attitude and perceived behavioral control.
The Spreading of Hostility: Unraveling of Social Norms in Communication
This work investigates the relationship between social norms, the shared rules that provide the standard of behavior, and online hate speech. We test our hypotheses empirically with three different
A New Approach to Identifying the Drivers of Regulation Compliance Using Multivariate Behavioural Models
Non-compliance with fishing regulations can undermine management effectiveness. Previous bivariate approaches were unable to untangle the complex mix of factors that may influence fishers’ compliance
How Social Norms and Social Identification Constrain Aggressive Reporting Behavior
This study examines how the source and nature of reporting standards jointly influence compliance with those standards. More specifically, I examine how decision makers’ identification with the
Law, Moral Attitudes, and Behavioral Change
The fear of sanction or desire for rewards is the most straightforward way that law influences behavior, but it might not always be the most effective. More indirectly, law can change moral attitudes
Behavioral Norms: Variants and Their Identification
Behavioral norms influence human interaction in virtually every situation, yet the study of norms in the behavioral sciences lags relative to their real-world power and significance. We describe
How Social Norms and Social Identification Constrain Aggressive Reporting Behavior
This study examines how the source and nature of reporting standards jointly influence compliance with those standards. More specifically, I examine how decision makers’ identification with the
...
1
2
3
4
5
...

References

SHOWING 1-10 OF 13 REFERENCES
Social Influence, Social Meaning, and Deterrence
The standard economic conception of deterrence assumes that individuals obey or break the law depending on the "price" of crime -- that is, the severity of punishment discounted by the probability
A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places.
Past research has generated mixed support among social scientists for the utility of social norms in accounting for human behavior. We argue that norms do have a substantial impact on human action;
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.
Crafting Normative Messages to Protect the Environment
It is widely recognized that communications that activate social norms can be effective in producing societally beneficial conduct. Not so well recognized are the circumstances under which normative
Sales and Sincerity: The Role of Relational Framing in Word-of-Mouth Marketing
In word-of-mouth marketing, marketers often provide financial rewards for referrals. These rewards introduce a financial motive into an interaction among friends or acquaintances, which may harm the
A Theory of Social Comparison Processes
Hypothesis I: There exists, in the human organism, a drive to evaluate his opinions and his abilities. While opinions and abilities may, at first glance, seem to be quite different things, there is a
Influence: Science and Practice
Part 1 Weapons of influence: click, whirr betting the short-cut odds the profiteers Jujitsu. Part 2 Reciprocations - the old give and take ... and take: how the rule works reciprocal concessions
Normative misperception and the impact of descriptive and injunctive norms on college student gambling.
  • M. Larimer, C. Neighbors
  • Psychology, Medicine
    Psychology of addictive behaviors : journal of the Society of Psychologists in Addictive Behaviors
  • 2003
TLDR
Perceived descriptive and injunctive norms uniquely predicted self-reported gambling frequency, expenditure, and negative consequences related to gambling.
Note on the drawing power of crowds of different size.
This study reports on the relationship between the size of a stimulus crowd, standing on a busy city street looking up at a building, and the response of passersby. As the size of the stimulus crowd
Predicting condom use with casual and steady sex partners among drug users.
TLDR
The results showed that some drug users had borrowed used syringes and that most drug users practise unsafe sex, especially with steady partners, and that antecedents of condom use differ with regard to steady sex partners and casual sex partners.
...
1
2
...