3,493
Views
150
CrossRef citations to date
0
Altmetric
ARTICLES

Moving Toward a Theory of Normative Influences: How Perceived Benefits and Similarity Moderate the Impact of Descriptive Norms on Behaviors

, , &
Pages 433-450 | Published online: 23 Feb 2007

References

  • Ajzen , I. & Fishbein , M. ( 1980 ). Understanding attitudes and predicting social behavior , Englewood Cliffs , NJ : Prentice Hall .
  • Alexander , C. , Piazza , M. , Mekos , D. , & Valente , T. ( 1999 ). Peers, schools, and adolescent cigarette smoking . Journal of Adolescent Health , 29 , 22 – 30 . [CSA]
  • Andrews , J. A. , Tildesley , E. , Hops , H. , & Li , F. ( 2002 ). The influence of peers on young adult substance use . Health Psychology , 21 , 349 – 357 . [PUBMED] [INFOTRIEVE] [CSA] [CROSSREF]
  • Anonymous . ( 2001 ). Incorporating new (mind/body, alternative, complementary, or integrative) medicine into everyday care . Quality Letter for Healthcare Leaders , 13 , 2 – 11 . [CSA]
  • Asch , S. E. ( 1952 ). Social psychology , Englewood Cliffs , NJ : Prentice-Hall .
  • Bagozzi , R. P. , Wong , N. , Abe , S. , & Bergami , M. ( 2000 ). Cultural and situational contingencies and the theory of reasoned action: Application to fast food restaurant consumption . Journal of Consumer Psychology , 9 , 97 – 106 . [CSA] [CROSSREF]
  • Bandura , A. ( 1977 ). Social learning theory , Englewood Cliffs , NJ : Prentice-Hall .
  • Bandura , A. ( 1986 ). Social foundations of thought and action , Englewood Cliffs , NJ : Prentice Hall .
  • Bandura , A. ( 1989 ). Human agency in social cognitive theory . American Psychologist , 44 , 1175 – 1184 . [PUBMED] [INFOTRIEVE] [CSA] [CROSSREF]
  • Bator , R. J. & Cialdini , R. B. ( 2000 ). The application of persuasion theory to the development of effective pro-environmental public service announcements . Journal of Social Issues , 56 , 527 – 541 . [CSA] [CROSSREF]
  • Bendor , J. & Swistak , P. ( 2001 ). The evolution of norms . American Journal of Sociology , 106 , 1493 – 1545 . [CSA] [CROSSREF]
  • Berkowitz , A. D. ( 2005 ). The social norms approach: Theory, research and annotated bibliography . Retrieved May 25, 2005, from http://www.edc.org/hec/socialnorms
  • Borsari , B. & Carey , K. B. ( 2003 ). Descriptive and injunctive norms in college drinking: A meta-analytic integration . Journal of Studies on Alcohol , 64 , 331 – 341 . [PUBMED] [INFOTRIEVE] [CSA]
  • Burke , K. ( 1950 ). A rhetoric of motives , Englewood Cliffs , NJ : Prentice-Hall .
  • Byrne , D. ( 1971 ). The attraction paradigm , New York : Academic Press .
  • Cialdini , R. C. ( 1993 ). Influence: Science and practice, , 3rd ed ., New York : Harper Collins .
  • Cialdini , R. C. , Reno , R. R. , & Kallgren , C. A. ( 1990 ). A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places . Journal of Personality and Social Psychology , 58 , 1015 – 1026 . [CSA] [CROSSREF]
  • Cowan , R. & Mosher , J. F. ( 1986 ). Public health implications of beverage marketing: Alcohol as an ordinary consumer product . Contemporary Drug Problems , 12 , 621 – 657 . [CSA]
  • Deutsch , M. & Gerard , H. B. (1955). A study of normative and informational social influences upon individual judgment. Journal of Abnormal and Social Psychology , 51, 629–636. [CSA]
  • Fishbein , M. & Ajzen , I. ( 1975 ). Belief, attitude, intention, and behavior: An introduction to theory and research , Reading , MA : Addison-Wesley .
  • Haines , M. & Spear , S. F. ( 1996 ). Changing the perception of the norm: A strategy to decrease binge drinking among college students . Journal of American College Health , 45 , 134 – 140 . [PUBMED] [INFOTRIEVE] [CSA]
  • Hovland , C. , Janis , I. , & Kelley , H. ( 1953 ). Communication and persuasion , New Haven , CT : Yale University .
  • Kahneman , D. , Knetsch , J. L. , & Thaler , R. H. ( 1991 ). Anomalies: The endowment effect, loss aversion, and status quo bias . Journal of Economic perspectives , 5 , 193 – 206 . [CSA]
  • Kahneman , D. , Slovic , P. , & Tversky , A. ( 1982 ). Judgment under uncertainty: Heuristics and biases , Cambridge : Cambridge University Press .
  • Kallgren , C. A. , Reno , R. R. , & Cialdini , R. B. ( 2000 ). Focus theory of normative conduct: When norms do and do not affect behavior . Personality and Social Psychology Bulletin , 26 , 1002 – 1012 . [CSA]
  • Kropp , F. , Lavack , A. M. , & Holden , S. J. S. ( 1999 ). Smokers and beer drinkers: Values and consumer susceptibility to interpersonal influence . Journal of Consumer Marketing , 16 , 536 – 557 . [CSA] [CROSSREF]
  • Lapinski , M. K. , Randall , L. , & Pope , R. S. ( 2000 , June ). Communicating about new technology: The impact of the Oral Mucosal Transudate testing process on provider and client perceptions of HIV/AIDS counseling and testing programs in community-based organizations . Paper presented at the International Communication Association annual conference , Acapulco , Mexico .
  • Lapinski , M. K & Rimal , R. N. ( 2005 ). An explication of social norms . Communication Theory , 15 , 127 – 147 . [CSA] [CROSSREF]
  • McDowell , L. ( 2002 ). Electronic information resources in undergraduate education: An exploratory study of opportunities for student learning and independence . British Journal of Educational Technology , 33 , 255 – 266 . [CSA] [CROSSREF]
  • Newcomb , T. M. ( 1953 ). An approach to the study of communicative acts . Psychological Review , 60 , 393 – 404 . [PUBMED] [INFOTRIEVE] [CSA]
  • Perkins , H. W. & Berkowitz , A. D. ( 1986 ). Perceiving the community norms of alcohol use among students: Some research implications for campus alcohol education programming . International Journal of Addictions , 21 , 961 – 967 . [CSA]
  • Perkins , H. W. , Meilman , P. W. , Leichliter , J. S. , Cashin , J. R. , & Presley , C. A. ( 1999 ). Misperceptions of the norms for the frequency of alcohol and other drug use on college campuses . Journal of American College Health , 47 , 253 – 258 . [PUBMED] [INFOTRIEVE] [CSA]
  • Rice , R. E. ( 1993 ). Using network concepts to clarify sources and mechanisms of social influence . In W. D. Richards , Jr. . & G. A. Barnett (Eds.), Progress in communication sciences (vol. 12 , pp. 43 – 62 ). Norwood , NJ : Ablex .
  • Rimal , R. N. ( 2000 ). Closing the knowledge-behavior gap in health promotion: The mediating role of self-efficacy . Health Communication , 12 , 219 – 237 . [PUBMED] [INFOTRIEVE] [CSA] [CROSSREF]
  • Rimal , R. N. & Real , K. ( 2003 ). Understanding the influence of perceived norms on behaviors . Communication Theory , 13 , 184 – 203 . [CSA] [CROSSREF]
  • Rimal , R. N. & Real , K. ( 2005 ). How behaviors are influenced by perceived norms: A test of the theory of normative social behavior . Communication Research , 32 , 389 – 414 . [CSA] [CROSSREF]
  • Sherif , M. ( 1935 ). The psychology of social norms , New York : Harper & Row .
  • Simons , H. W. , Berkowitz , N. N. , & Moyer , R. J. ( 1970 ). Similarity, credibility and attitude change: A review and a theory . Psychological Bulletin , 73 ( 1 ), 1 – 16 . [CSA]
  • Sorensen , G. , Emmons , K. , Stoddard , A. M. , Linnan , L. , & Avrunin , J. ( 2002 ). Do social influences contribute to occupational differences in quitting smoking and attitudes toward quitting ? American Journal of Health Promotion , 16 , 135 – 141 . [PUBMED] [INFOTRIEVE] [CSA]
  • Suls , J. & Green , P. ( 2003 ). Pluralistic ignorance and college student perceptions of gender-specific alcohol norms . Health Psychology , 22 , 479 – 486 . [PUBMED] [INFOTRIEVE] [CSA] [CROSSREF]
  • Sutton , S. R. (1982). Fear arousing communications: A critical examination of theory and research. In J. R. Eiser (Ed.), Social psychology and behavioral medicine (pp. 303–338). New York : Wiley.
  • Tajfel , H. & Turner , J. C. ( 1986 ). The social identity theory of intergroup behavior . In S. Worchel & W. G. Austin (Eds.), Psychology of intergroup relations (pp. 7 – 24 ). Chicago : Nelson-Hall .
  • Wechsler , H. & Kuo , M. ( 2000 ). College students define binge drinking and estimate its prevalence: Results of a national survey . Journal of American College Health , 49 , 57 – 64 . [PUBMED] [INFOTRIEVE] [CSA]
  • Wechsler , H. , Nelson , T. F. , Lee , J. E. , Seibring , M. , Lewis , C. , & Keeling , R. P. ( 2003 ). Perception and reality: A national evaluation of social norms marketing interventions to reduce college students' heavy alcohol use . Journal of Studies on Alcohol , 64 , 484 – 494 . [PUBMED] [INFOTRIEVE] [CSA]

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.