Normative Social Influence is Underdetected

  title={Normative Social Influence is Underdetected},
  author={Jessica M. Nolan and P. W. Schultz and R. Cialdini and N. Goldstein and Vladas Griskevicius},
  journal={Personality and Social Psychology Bulletin},
  pages={913 - 923}
  • Jessica M. Nolan, P. W. Schultz, +2 authors Vladas Griskevicius
  • Published 2008
  • Psychology, Medicine
  • Personality and Social Psychology Bulletin
  • The present research investigated the persuasive impact and detectability of normative social influence. The first study surveyed 810 Californians about energy conservation and found that descriptive normative beliefs were more predictive of behavior than were other relevant beliefs, even though respondents rated such norms as least important in their conservation decisions. Study 2, a field experiment, showed that normative social influence produced the greatest change in behavior compared to… CONTINUE READING
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