Using social norms as a lever of social influence.

By Noah J. Goldstein, Robert B. Cialdini. 2007

98 citations recorded by the source corpus.

Subfields: Applied Psychology, Cognitive Neuroscience, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/187cfd0933ff31d85115bc3282056161c437ad3f

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Applied Psychology

1. Elisabetta Cherchi
2. Tommy Gärling
3. Wesley Schultz
4. Satoshi Fujii
5. Vladas Griskevicius
6. P. W. Schultz
7. L. Steg
8. M. Friman

In Cognitive Neuroscience

1. Elisabetta Cherchi
2. S. Wheeler
3. Vladas Griskevicius
4. Noah J. Goldstein
5. Tommy Gärling
6. Robert B. Cialdini
7. Richard E. Petty
8. M. Friman

In Sociology and Political Science

1. Elisabetta Cherchi
2. Wesley Schultz
3. Vladas Griskevicius
4. P. W. Schultz
5. Satoshi Fujii
6. Tommy Gärling
7. Azar M. Khazian
8. L. Steg

Citations in the corpus

• Using normative social influence to promote conservation among hotel guests (2008, background): “Normative beliefs cause behavior More than 70 years of social psychological research have shown the power of social norms to influence behavior (Cialdini & Goldstein, 2004; Goldstein & Cialdini, 2007).”
• The Elaboration Likelihood Model of persuasion: Developing health promotions for sustained behavioral change. (2009, background): “These include social norms, (Goldstein and Cialdini, 2007; Fishbein and Ajzen, 1975), the strength of the attitude (Petty and Krosnick, 1995), feelings of self-efficacy and competence (Bandura, 1986), and prior behaviors and habits (Triandis, 1980; Wood and Neal, 2007).”
• Behaviour Theory and Soft Transport Policy Measures (2011, background): “For example, a variety of techniques exist that aim at making social norms salient, for instance mass media role-modelling (e.g., McAlister, 1995, see also Goldstein and Cialdini, 2007; Schulz, 1998).”
• Descriptive normative beliefs and conservation behavior: The moderating roles of personal involvement and injunctive normative beliefs (2009, result): “While there has been prior research on the impact of misaligned normative messages (Cialdini et al., 2006; Goldstein & Cialdini, 2007), there are few studies that have examined the impact of misaligned normative beliefs.”
• Naturally Green: Harnessing Stone Age Psychological Biases to Foster Environmental Behavior (2014, background): “Evidence from field studies shows that public appeals to consider the future consequences of poor environmental practices are generally ineffective in producing behavior change (Gardner & Stern, 2002; Goldstein & Cialdini, 2007).”
• A stated choice experiment to measure the effect of informational and normative conformity in the preference for electric vehicles (2017, background): “Social norms and social conformity have been extensively studied in psychological literature (see for example Cialdini and Trost, 1998; Kallgren et al., 2000; Cialdini, 2001, 2005, 2007; Cialdini and Goldstein, 2004; Goldstein and Cialdini, 2007; Schultz et al., 2007), but there are also several app”