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Social Influence Volume 7, 2012 - Issue 3: Social Influence and Consumer Behavior
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Original Articles

Process evidence for the question–behavior effect: Influencing socially normative behaviors

Eric R. Spangenberg College of Business, Washington State University, Pullman, WA, USA
,
David E. Sprott College of Business, Washington State University, Pullman, WA, USACorrespondence[email protected]
,
David C. Knuff College of Business, Washington State University, Pullman, WA, USA
,
Ronn J. Smith Sam M. Walton College of Business, University of Arkansas, Fayetteville, AR, USA
,
Carl Obermiller Albers School of Business and Economics, Seattle University, Seattle, WA, USA
&
Anthony G. Greenwald Department of Psychology, University of Washington, Seattle, WA, USA
Pages 211-228 | Published online: 20 Jun 2012

Citations (16)

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Read on this site (2)

Katharina Raab, Ralf Wagner, Myriam Ertz & Mohammed Salem. (2023) When marketing discourages consumption: demarketing of single-use plastics for city tourism in Ottawa, Canada. Journal of Ecotourism 22:3, pages 375-405.
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Sarah Wilding, Mark Conner, Tracy Sandberg, Andrew Prestwich, Rebecca Lawton, Chantelle Wood, Eleanor Miles, Gaston Godin & Paschal Sheeran. (2016) The question-behaviour effect: A theoretical and methodological review and meta-analysis. European Review of Social Psychology 27:1, pages 196-230.
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Articles from other publishers (14)

Chun‐Qing Zhang, Ru Zhang, Pak‐Kwong Chung, Yanping Duan, Joseph Tak Fai Lau, Derwin King Chung Chan & Martin S. Hagger. (2023) Promoting influenza prevention for older adults using the Health Action Process Approach: A randomized controlled trial. Applied Psychology: Health and Well-Being 15:4, pages 1427-1445.
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Mohammed Z. Salem & Myriam Ertz. (2023) Water consumption rationalization using demarketing strategies in the Gaza Strip, Palestine. Water Resources and Economics 43, pages 100227.
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Tommy van Steen, Barbara C. N. Müller, Shuang Li, Jeroen G. B. Loman & Moniek Buijzen. (2023) Helping on Social Media. Journal of Media Psychology 35:2, pages 109-119.
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Viswa Chaitanya Chandu, Krishna Prasad Lingamaneni, Srinivas Pachava, Venkat Ramana Reddy Baddam & Yamuna Marella. (2022) The Influence of Dissonance Induction and Assessment Reactivity in Improving Adherence to COVID-19 Precautionary Measures: A Cluster Randomised Controlled Trial. International Dental Journal 72:1, pages 141-148.
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Amelia J. Lake, Jessica L. Hateley-Browne, Gwyneth Rees & Jane Speight. (2020) Effect of a tailored leaflet to promote diabetic retinopathy screening among young adults with type 2 diabetes: a randomised controlled trial. BMC Ophthalmology 20:1.
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Guang Zhou, Ke Xue, Mingyang Yu & Nianhua Zhou. (2018) The effects of perceived deceptiveness and pressure on consumer donation: a mixed-methods study. Social Responsibility Journal 16:1, pages 91-108.
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Russell N. James. (2018) Increasing charitable donation intentions with preliminary importance ratings. International Review on Public and Nonprofit Marketing 15:3, pages 393-411.
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Tommy van Steen & Adam Nicholas Joinson. (2018) Self-affirmation and goal difficulty as moderators of the question-behavior effect. Journal of Theoretical Social Psychology 2:3, pages 76-84.
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Christophe Demarque & Fabien Girandola. 2017. Handbook of Environmental Psychology and Quality of Life Research. Handbook of Environmental Psychology and Quality of Life Research 197 210 .
Chantelle Wood, Mark Conner, Eleanor Miles, Tracy Sandberg, Natalie Taylor, Gaston Godin & Paschal Sheeran. (2015) The Impact of Asking Intention or Self-Prediction Questions on Subsequent Behavior. Personality and Social Psychology Review 20:3, pages 245-268.
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Eric R. Spangenberg, Ioannis Kareklas, Berna Devezer & David E. Sprott. (2016) A meta-analytic synthesis of the question–behavior effect. Journal of Consumer Psychology 26:3, pages 441-458.
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H. Onur Bodur, Kimberly M. Duval & Bianca Grohmann. (2014) Will You Purchase Environmentally Friendly Products? Using Prediction Requests to Increase Choice of Sustainable Products. Journal of Business Ethics 129:1, pages 59-75.
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A. Halpern-Manners, J. R. Warren & F. Torche. (2014) Panel Conditioning in a Longitudinal Study of Illicit Behaviors. Public Opinion Quarterly 78:3, pages 565-590.
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Tommy van Steen, Adam N. Joinson & Janet Carruthers. (2015) Asking Attitude, Intention and Prediction Questions as a Social Influence Technique: A Meta-Analysis of the Question-Behavior Effect. SSRN Electronic Journal.
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