Using normative social influence to promote conservation among hotel guests

Schultz, Wesley; Khazian, Azar M.; Zaleski, Adam C.

doi:10.1080/15534510701755614

Cited by 333 publications

(307 citation statements)

References 37 publications

Supporting

Mentioning

244

Contrasting

Unclassified

Order By: Relevance

“…Believing that other people engage in a highly approved behavior therefore increases the likelihood of engaging in that behavior. These findings are consistent with prior research on aligning normative information which has shown that combined normative messages which include both descriptive and injunctive normative information have a higher impact on behavior than messages only including one of these norms (Cialdini et al, 2006;Schultz, Khazian, & Zaleski, 2008).…”

Section: Discussionsupporting

confidence: 82%

Descriptive normative beliefs and conservation behavior: The moderating roles of personal involvement and injunctive normative beliefs

Göckeritz

Schultz

Rendón

et al. 2009

Euro J Social Psych

238

198

View full text Add to dashboard Cite

There is ample evidence of the power of social influence on pro-environmental behaviors. Beliefs about the conservation behavior of others (descriptive normative beliefs) have a strong positive correlation with one's own conservation actions. However, this relationship has not been investigated much further in terms of possible moderators or involved mechanisms of information processing. The present study examines two potential moderators and draws links to underlying processing mechanisms. We hypothesized that personal involvement with conservation issues and beliefs about other's approval of conservation (injunctive normative beliefs) would moderate the relationship between descriptive normative beliefs and conservation behavior. The sample consisted of 1604 California residents that were recruited through random digit telephone dialing. Results showed that both injunctive normative beliefs and personal involvement moderated the relationship between descriptive normative beliefs and conservation behavior. High personal involvement weakened the relationship, whereas high injunctive normative beliefs strengthened it. We conclude from these findings that descriptive normative beliefs influence conservation behavior through a rather nonconscious, peripheral route of information processing, while personal involvement motivates a more elaborate, central route of information processing.

show abstract

Section: Discussionsupporting

confidence: 82%

Descriptive normative beliefs and conservation behavior: The moderating roles of personal involvement and injunctive normative beliefs

Göckeritz

Schultz

Rendón

et al. 2009

Euro J Social Psych

238

198

View full text Add to dashboard Cite

show abstract

“…Some examines social comparison and other social normative influences (Cialdini, 2003;Schultz, Khazian, & Zaleski, 2008). Other studies focus on stages of intentional behavioral change (e.g., precontemplation, contemplation, preparation, action, maintenance, termination; see Prochaska & Velicer, 1997).…”

Section: Individual and Household Behavior: What Psychology Has Learnedmentioning

confidence: 99%

“…Interventions employing social motives have included using "models" who demonstrate energy-conserving behavior (e.g., Aronson & O'Leary, 1983;Geller et al, 1982), using messages from friends (e.g., Darley, 1978), employing social marketing techniques (e.g., McKenzie-Mohr & Smith, 1999), and appealing to prosocial goals (Krantz & Kunreuther, 2007) or social norms (e.g., Cialdini, Reno, & Kallgren, 2004;Schultz et al, 2008). Such approaches have demonstrated effects in field experiments with frequently repeated energy-using actions, and they can potentiate feedback effects (Schultz, Nolan, Cialdini, Goldstein, & Griskevicius, 2007), but they have rarely been studied as potential influences on the equipment adoption actions that account for large portions of household energy budgets.…”

Section: Feedbackmentioning

confidence: 99%

Contributions of psychology to limiting climate change.

Stern¹

2011

American Psychologist

252

184

View full text Add to dashboard Cite

Council, 2010a). The human activities that directly produce physical changes in Earth's heat balance, such as burning fossil fuels, clearing forests, and raising cattle, are driven in turn by other human activities, including government policies, the growth and migration of human populations, economic and technological development, and the behavior of individuals and households as consumers, members of organizations, and citizens. These actions are influenced in turn by human attitudes, predispositions, beliefs, and social and economic structures (National Research Council, 1992; Swim et al., 2011, this issue). This article discusses what psychology has contributed and can contribute to limiting the magnitude of climate change by altering the human activities that affect it. A Framework for Psychological ContributionsPsychology can contribute to limiting climate change by improving understanding of climate-relevant individual, household, and organizational behaviors that affect climate change and the many personal, social, economic, institutional, policy, and social-structural factors that affect these behaviors, as well as by helping devise ways to turn that understanding into effective interventions. Most of the efforts of psychologists, and most of this review, focus on consumer behaviors. These can be conveniently divided into choices that affect emissions of greenhouse gases directly through household purchases of energy and choices that affect emissions indirectly through the purchase of goods and services that affect the climate through their production, distribution, and disposal. This article focuses mainly on the direct effects because they are large (about 40% of carbon dioxide emissions in the United States; Bin & Dowlatabadi, 2005) and because more is known about the behavioral factors that drive those emissions. It also briefly discusses psychological factors in organizational behavior and in acceptance of policies and technologies.

show abstract

“…We found that people show more negative attitudes towards theft when the theft takes place in a public than a private setting, supporting Hypothesis 2. Like the findings of Kallgren et al (2000) and Schultz et al (2008), results of this current research indicated that the injunctive norm can have an influence in both public and private environmental settings. However this current research went further by examining if there was any difference in the level of influence exerted between the two types of settings.…”

Section: Discussionmentioning

confidence: 49%

“…When the descriptive and injunctive norms are not aligned, the descriptive norm will overpower the injunctive norm. Studies indeed show that the injunctive norm is not as influential in a situation where the descriptive norm conflicts with the general injunctive norm (e.g., Schultz, Khazian, & Zaleski, 2008;Jacobson, Mortensen, & Cialdini, 2011).…”

Section: Conflicting Normative Cues and Attitudes Towards Theft: Effementioning

confidence: 99%

Thou Shalt Not Steal: Effects of Normative Cues on Attitudes towards Theft

Groot¹,

Abrahamse

Vincent³

2013

PSYCH

View full text Add to dashboard Cite

In this study, we examine how normative cues influence attitudes towards theft. In a 3 × 2 × 2 within-subjects design (N = 120), we found that people had more negative attitudes towards theft when: 1) a higher value item was stolen than when a lower value item was stolen; 2) the theft took place in a public setting than when it took place in a private setting; and 3) the theft took place in a tidy rather than messy setting. Furthermore, our findings showed interaction effects between the value of a stolen item and 1) the cleanliness of the environment; and 2) the privateness of a setting, on attitudes towards theft. Theoretical and practical implications are discussed.

show abstract

Using normative social influence to promote conservation among hotel guests

Cited by 333 publications

References 37 publications

Descriptive normative beliefs and conservation behavior: The moderating roles of personal involvement and injunctive normative beliefs

Descriptive normative beliefs and conservation behavior: The moderating roles of personal involvement and injunctive normative beliefs

Contributions of psychology to limiting climate change.

Thou Shalt Not Steal: Effects of Normative Cues on Attitudes towards Theft

Contact Info

Product

Resources

About