Managing social norms for persuasive impact

By Robert B. Cialdini, L. Demaine, Brad J. Sagarin, Daniel W. Barrett, Kelton v. L. Rhoads, P. L. Winter. 2006

985 citations recorded by the source corpus.

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

View Paper: https://www.semanticscholar.org/paper/c306db8854cab812aaf67ea321cacdfade16e9fa

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In Management, Monitoring, Policy and Law

In Sociology and Political Science

Citations in the corpus

Nudging sustainable consumption: The use of descriptive norms to promote a minority behavior in a realistic online shopping environment (2015, background): “The first is that giving true information about the extent of proenvironmental behavior may draw attention to the fact that many people do not respect the norm, thus giving them a “licence” to disregard it (cf. Cialdini et al., 2006).”
The Importance of Consumer Trust for the Emergence of a Market for Green Products: The Case of Organic Food (2015, positive): “Six items are used to capture two aspects of subjective norms regarding buying organic food, often referred to as injunctive and descriptive norms (Cialdini et al. 2006; Rivis and Sheeran 2003), again referring to each of the previously mentioned products.”
Green nudges: Do they work? Are they ethical? (2016, background): “In that case, knowledge about the descriptive norm seems to provide agents with a ‘moral license’ to keep engaging in gray behavior (Cialdini et al., 2006).”
Strategies for Promoting Proenvironmental Behavior (2014, background): “In addition, normative messages that align a descriptive and injunctive component tend to be more influential than just a descriptive norm message (Cialdini et al., 2006).”
Normative beliefs, attitudes, and social norms: People reduce waste as an index of social relationships when spending leisure time (2017, background): “As a result, descriptive norms which represent individuals’ perceived practices of most people with whom one has interacted in the same space, and its impact on human behaviors often seems unconscious [15], have not been adequately explored even though it is also important to the understanding of pr”
Using normative social influence to promote conservation among hotel guests (2008, background): “( 2006 ) have shown that aligning the normative elements can considerably strengthen the effect.”
The short-run and long-run effects of behavioral interventions: Experimental evidence from energy conservation (2014, positive): “…savings (Beshears et al. 2012), water use (Ferraro and Miranda 2013; Ferraro and Price 2013) and charitable giving (Frey and Meier 2004; Shang and Croson 2009), as well as a broader literature in psychology on social norms, including Cialdini, Reno, and Kallgren (1990) and Cialdini et al. (2006).”
Personalized Normative Feedback and the Moderating Role of Personal Norms (2016, background): “both common and socially desirable (Cialdini et al., 2006).”
Social Norms and Energy Conservation (2011, background): “[31] Cialdini, Robert, Linda Demaine, Brad Sagarin, Daniel Barrett, Kelton Rhoads, and Patricia Winter (2006).”
Norm Perception as a Vehicle for Social Change (2016, background): “In one classic study (Cialdini et al., 2006), visitors to Arizona’s Petrified Forest National Park were randomly assigned to view one of four different signs on a walking trail, stating that “[m]any past visitors have removed the petrified wood from the park” (p.”
Requiem for a Nudge: Framing effects in nudging honesty (2020, positive): “We also followed the social norm tradition of Bicchieri (2006, see also Cialdini and Trost, 1998; Cialdini et al., 2006; Schultz et al., 2007) by distinguishing between empirical information (what the majority of other people have done in a similar situation) and normative information (what the majo”