When Do (and Don't) Normative Appeals Influence Sustainable Consumer Behaviors?

By K. White, Bonnie Simpson. 2013

415 citations recorded by the source corpus.

Subfields: Applied Psychology, Management, Monitoring, Policy and Law, Marketing

View Paper: https://www.semanticscholar.org/paper/61195a9135e60968c14c16953b157aeece4cfb28

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Citations in the corpus

Consumer Well-Being: Effects of Subgoal Failures and Goal Importance (2014, background): “…such as ego depletion (Baumeister et al. 1998), differing social norms (Goldstein, Cialdini, and Griskevicius 2008), ambiguity regarding characteristics of specific behaviors (Cornelissen et al. 2008), and activation of individual versus collective levels of self (White and Simpson 2013).”
The social-psychological approach in understanding knowledge hiding within international R&D teams: An inductive analysis (2019, background): “For individuals who score high on individualism and have a high intention in conducting knowledge hiding, strategies to activate their collectivelevel self should be implemented together with strategies promoting knowledge sharing (White & Simpson, 2013).”
Impact of Consumer Environmental Responsibility on Green Consumption Behavior in China: The Role of Environmental Concern and Price Sensitivity (2020, background): “[16] demonstrated that people with higher environmental responsibility paid more attention to environmental problems and supported green products because they believed that human beings are responsible for the emergence of environmental problems.”
Using descriptive norm appeals effectively to promote green behavior (2018, background): “In this case, focusing on a less familiar environmental behavior is more appropriate because the informational value of descriptive norm appeals is higher in ambiguous or unfamiliar contexts (White & Simpson, 2013).”
Values, schemas, and norms in the culture–behavior nexus: A situated dynamics framework (2015, background): “Recent work has shown that situational cues signaling a collective identity can accentuate the salience of both injunctive and descriptive norms (White & Simpson, 2013).”
Sharing Sustainability: How Values and Ethics Matter in Consumers’ Adoption of Public Bicycle-Sharing Scheme (2016, background): “…literature has suggested that sustainable consumption is driven partly by consumers’ pro-environmental motives and partly by their prosocial desires that may be connected with image and status considerations (Griskevicius et al. 2010; Hartmann and Apaolaza-Ibáñez 2012; White and Simpson 2013).”
When environmental messages should be assertive: examining the moderating role of effort investment (2015, background): “Considerable effort has gone into developing and implementing green campaigns to persuade people to be environmentally responsible (e.g., Chang 2012; Hartmann and Apaolaza-Ib a~nez 2009; White and Simpson 2013).”
Contingent effects of social norms on tourists’ pro-environmental behaviours: the role of Chinese traditionality (2020, background): “For tourists high in Chinese traditionality, they tend to activate the “collective self” (White & Simpson, 2013).”
When does a social norm catch the worm? Disentangling social normative influences on sustainable consumption behaviour (2020, background): “…in a plethora of behavioural domains, such as transport choice (de Groot & Steg, 2007; Harland, Staats, & Wilke, 1999), littering (Cialdini, Reno, & Kallgren, 1990; Reno, Cialdini, & Kallgren, 1993), composting (White & Simpson, 2013) and actions to adapt to climate change (Nguyen et al., 2018).”
Normology: Integrating insights about social norms to understand cultural dynamics (2015, background): “Activating the collective self as opposed to the individual self heightens the influence of both descriptive and injunctive norm appeals (White & Simpson, 2013).”
Seeing the world through GREEN-tinted glasses: Green consumption values and responses to environmentally friendly products (2013, neutral): “…value to future researchers interested in understanding how consumers' green consumption values affect their responses to environmentally-based marketing actions, which has been of growing interest to researchers and marketers alike (Catlin & Wang, 2013; Peloza et al., 2013; White & Simpson, 2013).”
Knowing What It Makes: How Product Transformation Salience Increases Recycling (2019, background): “For example, researchers have examined the effects of environmental awareness and concern (Schultz and Oskamp 1996; Vining and Ebreo 1992), social norms (Goldstein, Cialdini, and Griskevicius 2008; White and Simpson 2013), and financial incentives (Reschovsky and Stone 1994), to name a few.”
When public recognition for charitable giving backfires: The role of independent self-construal (2018, background): “Previous research demonstrates that self-construal can be primed via wording in a story presented before the focal task (Brewer and Gardiner 1996; White and Argo 2011) and via marketing communications (White and Simpson 2013).”
How Images of Other Consumers Influence Subsequent Taste Perceptions (2013, background): “…research has shown that consumers use others’ behavior as social proof in domains as diverse as online product ratings (Sridhar and Srinivasan 2012), charitable support (White and Peloza 2009), and environmental conservatism (Goldstein, Cialdini, and Griskevicius 2008; White and Simpson 2013).”