To Think or Not to Think:The Effect of Cognitive Deliberation on the Influence of Injunctive Versus Descriptive Social Norms

By V. Melnyk, E. Herpen, A. Fischer, H. Trijp. 2011

96 citations recorded by the source corpus.

Subfields: Applied Psychology, Management, Monitoring, Policy and Law, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/348b31f4d365af6359f274948358bcb5809108e0

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. L. Ibanez
2. Gilles Grolleau
3. K. Farrow

In Management, Monitoring, Policy and Law

1. Leila Elgaaied‐Gambier
2. L. Ibanez
3. Gilles Grolleau
4. K. Farrow

In Sociology and Political Science

1. Leila Elgaaied‐Gambier
2. L. Ibanez
3. Gilles Grolleau
4. K. Farrow

Citations in the corpus

• Social norms and pro-environmental behavior: A review of the evidence (2017, background): “…individuals are under a cognitive load, the in fl uence of descriptive norms on behavior increases while the in fl uence of injunctive norms decreases (Melnyk et al., 2011), which provides support for the hypothesis that compliance to descriptive norms can constitute a heuristic shortcut that…”
• Using descriptive norm appeals effectively to promote green behavior (2018, background): “Impact of social norms on pro-environmental behavior Extant literature shows that social norms have a positive impact on sustainable behavior (Cialdini et al., 1990; Goldstein et al., 2008; Melnyk et al., 2011; Reno, Cialdini, & Kallgren, 1993; Schultz, Nolan, Cialdini, Goldstein, & Griskevicius, 20”