1,064
Views
3
CrossRef citations to date
0
Altmetric
Articles

How do social norms affect customers’ food selections at restaurants? Investigating social norms misalignment using polynomial regression with response surface analysis

&

References

  • Ajzen, I. (2002). Constructing a TPB questionnaire: Conceptual and methodological consideration. Retrieved from http://www.uni-bielefeld.de/ikg/zick/ajzen/20construction/20a/20tpb/20questionnaire.pdf
  • Ajzen, I. (2006). Attitudes, personality and behavior. New York, NY: Open University Press.
  • Ball, K., Jeffery, R. W., Abbot, G., & McNaughton, S. A. (2010). Is healthy behavior contagious: Association of social norms with physical activity and healthy eating. International Journal of Behavioral Nutrition and Physical Activity, 7(86). Retreived from https://ijbnpa.biomedcentral.com/articles/10.1186/1479-5868-7-86
  • Barranti, M., Carlson, E. N., & Côté, S. (2017). How to test questions about similarity in personality and social psychology research: Description and empirical demonstration of response surface analysis. Social Psychological and Personality Science, 8, 465–475. doi:10.1177/1948550617698204
  • Berkowitz, A. D. (2004). The social norms approach: Theory, research, and annotated bibliography. Retreived from http://www.alanberkowitz.com/articles/social_norms.pdf
  • Biswas, D., Szocs, C., Chacko, R., & Wansink, B. (2017). Shining light on atmospherics: How ambient light influences food choices. Journal of Marketing Research, 54(1), 11–123. doi:10.1509/jmr.14.0115
  • Buhrmester, M., Kwang, T., & Gosling, S. D. (2011). Amazon’s mechanical turk: A new source of inexpensive, yet high quality, data? Perspectives on Psychological Science, 6, 3–5. doi:10.1177/1745691610393980
  • Burger, J. M., Bell, H., Harvey, K., Johnson, J., Stewart, C., Dorian, K., & Swedroe, M. (2010). Nutritious or delicious? The effect of descriptive norm information on food choice. Journal of Social and Clinical Psychology, 29(2), 228–242. doi:10.1521/jscp.2010.29.2.228
  • Cafri, G., van Den Berg, P., & Brannick, M. T. (2010). What have the difference scores not been telling us? A critique of the use of self-ideal discrepancy in the assessment of body image and evaluation of an alternative data-analytic framework. Assessment, 17(3), 361–376. doi:10.1177/1073191109357028
  • Chun, Z. (2018, January 19). China’s middle class gets a taste for healthy eating Chinadialogue. Retrieved from https://www.chinadialogue.net/article/show/single/en/10354-China-s-middle-class-gets-a-taste-for-healthy-eating
  • Cialdini, R. B. (2003). Crafting normative messages to protect the environment. Crafting Normative Messages to Protect the Environment, 12(4), 105–109.
  • Cialdini, R. B., Demaine, L. J., Sagarin, B. J., Barrett, D. W., Rhoads, K., & Winter, P. L. (2006). Managing social norms for persuasive impact. Social Influences, 1(1), 3–15. doi:10.1080/15534510500181459
  • Cialdini, R. B., Kallgren, C. A., & Reno, R. R. (1991). A focus theory of normative conduct: A theoretical refinement and reevaluation of the role of norms in human behavior. Advances in Experimental Social Psychology, 24(20), 201–234.
  • Cialdini, R. B., 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(6), 1015–1026. doi:10.1037//0022-3514.58.3.409
  • Collins, E. I. M., Thomas, J. M., Robinson, E., Aveyard, P., Jebb, S. A., Herman, C. P., & Higgs, S. (2019). Two observational studies examining the effect of a social norm and a health message on the purchase of vegetables in student canteen settings. Appetite, 132, 122–130. doi:10.1016/j.appet.2018.09.024
  • Diliberti, N., Bordi, P. L., Conklin, M. T., Roe, L. S., & Rolls, B. J. (2004). Increased portion size leads to increased energy intake in a restaurant meal. Obesity Research, 12(3), 562–568. doi:10.1038/oby.2004.64
  • Dunn, K. I., Mohr, P., Wilson, C. J., & Wittert, G. (2011). Determinants of fast food consumption. An application of the theory of planned behavior. Appetite, 57(2), 349–357. doi:10.1016/j.appet.2011.06.004
  • Eagly, A. H., Wood, W., & Fishbaugh, L. (1981). Sex differences in conformity: Surveillance by the group as a determinant of male nonconformity. Journal of Personality and Social Psychology, 40(2), 384–394. doi:10.1037/0022-3514.40.2.384
  • Edwards, J. R. (1994). The study of congruence in organizational behavior research: Critique and a proposed alternative. Organizational Behavior and Human Decision Processes, 58, 51–100. doi:10.1006/obhd.1994.1029
  • Edwards, J. R. (1995). Alternatives to difference scores as dependent variables in the study of congruence in organizational research. Organizational Behavior and Human Decision Processes, 64, 307–324. doi:10.1006/obhd.1995.1108
  • Edwards, J. R. (2001). Ten difference score myths. Organizational Research Methods, 4(3), 265–287. doi:10.1177/109442810143005
  • Edwards, J. R., & Parry, M. E. (1993). On the use of polynomial regression equations as an alternative to difference scores in organizational research. Academy of Management Journal, 36(6), 1577–1613.
  • Elbel, B., Kersh, R., Brescoll, V. L., & Dixon, L. B. (2009). Calorie labeling and food choices: A first look at the effects on low-income people in New York City. Health Affairs, 28(6), w1110–w1121. doi:10.1377/hlthaff.28.6.w1110
  • Gagliardi, N. (2015, February 18). Consumers want healthy foods – And will pay more for them (Forbes). Retrieved from www.forbes.com
  • Garfield, L. (2018, February 19). 10 up-and-coming healthy food chains that should scare McDonald’s (Business Insider). Retrieved from www.businessinsider.com
  • Gibbons, F. X., & Gerrard, M. (1995). Predicting young adult’s health risk behavior. Journal of Personality and Social Psychology, 69, 505–517. doi:10.1037/0022-3514.69.3.505
  • Göckeritz, S., Schultz, P. W., Rendón, T., Cialdini, R. B., Godstein, N. J., & Griskevicius, V. (2010). Descriptive normative beliefs and conservation behavior: The moderating roles of personal involvement and injunctive normative beliefs. European Journal of Social Psychology, 40(3), 514–523.
  • Hahn-Smith, S., & Springer, F. (2005). Social norms theory. Prevention Tactics, 8(9). Retrieved from http://www.cars-rp.org/publications/Prevention%20Tactics/PT8.9.05.pdf
  • Hahn-Smith, S., & Springer, F. (2005). Social norms theory. Prevention Tactics, 8(9). Retrieved from http://www.cars-rp.org/publications/Prevention%20Tactics/PT8.9.05.pdf
  • Hair, J. F., Black, W. C., Babin, B., & Anderson, R. E. (2009). Multivariate data analysis. Upper Saddle River, NJ: Prentice Hall.
  • Harnack, L. J., & French, S. A. (2008). Effect of point-of-purchase calorie labeling on restaurant and cafeteria food choices: A review of the literature. International Journal of Behavioral Nutrition and Physical Activity, 5(51). doi:10.1186/1479-5868-5-51
  • Helfert, S., & Warschburger, P. (2013). The face of appearance-related social pressure: Gender, age and body mass variations in peer and parental pressure during adolescence. Child & Adolescent Psychiatry & Mental Health, 7(16). Retrieved from https://capmh.biomedcentral.com/articles/10.1186/1753-2000-7-16
  • Higgs, S., & Thomas, J. (2016). Social influences on eating. Behavioral Sciences, 9, 1–6.
  • Hu, F. B., Manson, J. E., Stampfer, M. J., Colditz, G., Liu, S., Solomon, C. G., & Whillett, W. C. (2001). Diet, lifestyle, and the risk of Type 2 diabetes mellitus in women. The New England Journal of Medicine, 345(11), 790–797. doi:10.1056/NEJMoa010492
  • Human, L. J., Dirsks, M. A., DeLongis, A., & Chen, E. (2016). Congruence and incongruence in adolescents’ and parents’ perceptions of the family: Using response surface analysis to examine links with adolescents’ psychological adjustment. Journal of Youth and Adolescence, 45, 2022–2035. doi:10.1007/s10964-016-0517-z
  • Hwang, J., & Crange., D. (2011). The effects of nutrition information of fast food menu items on consumer evaluation behaviors. International Journal of Tourism Sciences, 11, 71–100. doi:10.1080/15980634.2011.11434640
  • Hwang, J., & Lorenzen, C. L. (2008). Effective nutrition labeling of restaurant menu and pricing of healthy menu. Journal of Foodservice, 19, 270–276. doi:10.1111/fri.2008.19.issue-5
  • Jacobson, R. P., Marchiondo, L. A., Jacobson, K. J. L., & Hood, J. N. (2018). The synergistic effect of descriptive and injunctive norm perceptions on counterproductive work behaviors. Journal of Business Ethics, 1–19. doi:10.1007/s10551-018-3968-1
  • Jacobson, R. P., Mortensen, C. R., & Cialdini, R. B. (2011). Bodies obliged and unbound: Differentiated response tendencies for injunctive and descriptive social norms. Journal of Personality and Social Psychology, 100(3), 433–448. doi:10.1037/a0021470
  • Kallgren, C. A., Reno, R. R., & Cialdini, R. B. (2000). A focus theory of normative conduct: When norms do and do not affect behavior. Personality and Social Psychology Bulletin, 26(8), 1002–1012. doi:10.1177/01461672002610009
  • Kang, J., Tang, L., & Fiore, A. M. (2014). Enhancing consumer-brand relationships on restaurant Facebook fan pages: Maximizing consumer benefits and increasing active participation. International Journal of Hospitality Management, 36, 145–155. doi:10.1016/j.ijhm.2013.08.015
  • Kenchaiah, S., Evans, J. C., Levy, D., Wilson, P. W., Benjamin, E. J., Larson, M. G., … Vasan, R. S. (2002). Obesity and the risk of heart failure. The New England Journal of Medicine, 347(5), 305–313. doi:10.1056/NEJMoa020245
  • Khazanchi, S., Lewis, M., & Boyer, K. (2007). Innovation-supportive culture: The impact of organizational values on process innovation. Journal of Operations Management, 25, 871–884. doi:10.1016/j.jom.2006.08.003
  • Kim, K., & Baker, M. A. (2017). How the employee looks and looks at you: Building customer-employee rapport. Journal of Hospitality & Tourism Research, 43, 20-40.
  • Kinski, N. (2017, August 7). Influencer marketing and the rise of healthy eating habits (Upfluence). Retrieved from http://upfluence.com
  • Kristof-Brown, A., & Stevens, C. K. (2001). Goal congruence in project teams: Does the fit between members’ personal mastery and performance goals matter? Journal of Applied Psychology, 86(6), 1083–1095.
  • Kwun, D., Hwang, J., & Kim, T. (2013). Eating-out motivations and variety-seeking behavior: An exploratory approach on loyalty behavior. Journal of Hospitality Marketing & Management, 22(3), 289–312. doi:10.1080/19368623.2011.653049
  • Lally, P., Bartle, N., & Wardle, J. (2011). Social norms and diet in adolescents. Appetite, 57(3), 623–627. doi:10.1016/j.appet.2011.07.015
  • Lawton, R., Conner, M., & McEachan, R. (2009). Desire or reason: Predicting health behaviors from affective and cognitive attitude. Health Psychology, 28(1), 56–65. doi:10.1037/a0013424
  • Lee, C. M., Geisner, I. M., Lewis, M. A., Neighbors, C., & Larimer, M. E. (2007). Social motives and the interaction between descriptive and injunctive norms in college student drinking. Journal of Studies on Alcohol and Drugs, 68(5), 714–721. doi:10.15288/jsad.2007.68.714
  • Lien, N., Lytle, L. A., & Komoro, K. A. (2002). Applying theory of planned behavior to fruit and vegetable consumption of young adolescents. American Journal of Health Promotion, 16(4), 189–197. doi:10.4278/0890-1171-16.4.189
  • Loda, M., & Amos, C. (2014). Temporal orientation and destination selection. Journal of Hospitality Marketing & Mangement, 23(8), 907–919. doi:10.1080/19368623.2014.891963
  • Lu, L., & Gursoy, D. (2016). Would consumers pay more for nongenetically modified menu items? An examination of factors influencing dieters’ behavioral intentions. Journal of Hospitality Marketing & Management, 26(3), 215–237. doi:10.1080/19368623.2016.1178618
  • Maher, C. A., Lewis., L. K., Ferrar, K., Marshall, S., Bourdeaudhuij, L. D., & Vandelanotte, C. (2014). Are health behavior change interventions that use online social networks effective? A systematic review. Journal of Medical Internet Research, 16(2), e40. doi:10.2196/jmir.2952
  • Manning, M. (2009). The effects of subjective norms on behavior in the theory of planned behavior: The meta-analysis. British Journal of Social Psychology, 48(4), 649–705. doi:10.1348/014466608X393136
  • Mollen, S., Rimal, R. N., Ruiter, R. A. C., & Kok, G. (2013). Healthy and unhealthy social norms and food selection. Findings from a field-experiment. Appetite, 65, 83–89. doi:10.1016/j.appet.2013.02.005
  • National Social Norms Center at Michigan State University. (n.d.). Social norms approach. Retrieved from http://socialnorms.org/social-norms-approach/
  • Neighbors, C., Larimer, M. E., & Lewis, M. A. (2004). Targeting misperceptions of descriptive drinking norms: Efficacy of a computer-delivered personalized normative feedback intervention. Journal of Consulting and Clinical Psychology, 72(3), 434–447. doi:10.1037/0022-006X.72.3.434
  • Nielsen. (2015). We are what we eat: Healthy eating trends around the world. Retrieved from https://www.nielsen.com/content/dam/nielsenglobal/eu/nielseninsights/pdfs/Nielsen%20Global%20Health%20and%20Wellness%20Report%20-%20January%202015.pdf
  • Nolan, J. M., Schultz, P. W., Cialdini, R. B., Goldstein, N. J., & Griskevicius, V. (2008). Normative social influences is underdetected. Personality and Social Psychology Bulletin, 34(7), 913–923. doi:10.1177/0146167208320061
  • Nunnally, J. C. (1978). Psychometric Theory. New York, NY: McGraw-Hill.
  • Ogden, C. L., Carroll, M. D., Kit, B. K., & Flegal, K. M. (2014). Prevalence of childhood and adult obesity in the United States, 2011-2012. The Journal of the American Medical Association, 311(8), 806–814. doi:10.1001/jama.2014.732
  • Perkins, H. W. (2002). Social norms and the prevention of alcohol misuse in collegiate contexts. Journal of Studies on Alcohol and Drug, S14, 164–172.
  • Peter, J. P., Churchill, Jr., G. A., & Brown, T. J. (1993). Caution in the use of difference scores in consumer research. Journal of Consumer Research, 19, 655–662. doi:10.1086/jcr.1993.19.issue-4
  • Povey, R., Conner, M., Sparks, P., James, R., & Shepherd, R. (2000). The theory of planned behavior and healthy eating: Examining additive and moderating effects of social influence variables. Psychology and Health, 14(6), 991–1006. doi:10.1080/08870440008407363
  • Prentice, D. A. (2012). The psychology of social norms and the promotion of human rights. In R. Goodman, D. Jinks, & A. K. Woods (Eds.), Understanding social action, promoting human rights (pp. 23–46). New York, NY: Oxford University Press.
  • Rah, J. H., Hasler, C. M., Painter, J. E., & Chapman-Novakofski, K. M. (2014). Applying the theory of planned behavior to women’s behavioral attitudes on and consumption of soy products. Journal of Nutrition Education and Behavior, 36(5), 238–244. doi:10.1016/S1499-4046(06)60386-2
  • Rhodes, R. E., & Blanchard, C. M. (2006). Conceptual categories or operational constructs? Evaluating higher order theory of planned behavior structure in the exercise domain. Behavioral Medicine, 31(4), 141–150. doi:10.3200/BMED.31.4.141-150
  • Rise, J., Kovac, V., Kraft, P., & Moan, I. S. (2008). Predicting the intention to quit smoking and quitting behavior: Extending the theory of planned behavior. British Journal of Health Psychology, 13(2), 291–310. doi:10.1348/135910707X187245
  • Robinson, E., Benwell, H., & Higgs, S. (2013). Food intake norms increase and decrease snack food intake in a remote confederate study. Appetite, 65, 20–24. doi:10.1016/j.appet.2013.02.005
  • Robinson, E., Fleming, A., & Higgs, S. (2014). Promoting healthier eating: Testing the use of health and social norm based message. Health Psychology, 33(9), 1057–1064. doi:10.1037/a0034213
  • Schultz, P. W., Khazian, A. M., & Zaleski, A. C. (2008). Using normative social influence to promote conservation among hotel guests. Social Influence, 3(1), 4–23. doi:10.1080/15534510701755614
  • Schultz, P. W., Nolan, J. M., Cialdini, R. B., Goldstein, N. J., & Griskevicius, V. (2007). The constructive, destructive, and reconstructive power of social norms. Psychological Science, 18(5), 429–434. doi:10.1111/j.1467-9280.2007.01917.x
  • Shanock, L. R., Baran, B. E., Gentry, W. A., Pattison, S. C., & Heggestad, E. D. (2010). Polynomial regression with response surface analysis: A powerful approach for examining moderation and overcoming limitations of difference scores. Journal of Business and Psychology, 25(4), 543–554. doi:10.1007/s10869-010-9183-4
  • Smith, J. R., Louis, W. R., Terry, D. J., Greenaway, K. H., Clarke, M. R., & Cheng, X. (2012). Congruent or conflict? The impact of injunctive and descriptive norms on environmental intentions. Journal of Environmental Psychology, 32(4), 353–361. doi:10.1016/j.jenvp.2012.06.001
  • Smith-McLallen, A., & Fishbein, M. (2008). Predictors of intentions to perform six cancer-related behaviors: Roles for injunctive and descriptive norms. Psychology, Health, & Medicine, 13(4), 389–401. doi:10.1080/13548500701842933
  • Stevens, J. P. (1992). Applied multivariate statistics for the social sicences. Hillsdale, NJ: Lawrence Erlbaum Associates.
  • Stok, F. M., de Ridder, D. T. D., de Vet, E., & de Wit, J. B. F. (2012). Minority talks: The influence of descriptive social norms on fruit intake. Psychology & Health, 27(8), 956–970. doi:10.1080/08870446.2011.635303
  • Stok, F. M., de Ridder, D. T. D., de Vet, E., & de Wit, J. B. F. (2014). Don’t tell me what I should do, but what others do: The influence of descriptive and injunctive peer norms on fruit consumption in adolescents. British Journal of Health Psychology, 19(1), 52–64. doi:10.1111/bjhp.12030
  • Story, M., Kaphingst, K. M., Robinson-O’Brien, R., & Glanz, K. (2008). Creating healthy food and eating environments: Policy and environmental approaches. Annual Review of Public Health, 29, 253–272. doi:10.1146/annurev.publhealth.29.020907.090926
  • Strack, F. (1992). “Order effects” in survey research: Activation and information functions of preceding questions. In N. Schwarz & S. Sudman (Eds.), Context effects in social and psychological research (pp. pp. 23–34). New York, NY: Springer.
  • Swinburn, B. A., Caterson, I., Seidell, J. C., & James, W. P. T. (2004). Diet, nutrition and the prevention of excess weight gain and obesity. Public Health Nutrition, 7(1A), 123–146. doi:10.1079/PHN2004662
  • Thomas, J., Ursell, A., Robinson, E., Aveyard, P., Jebb, S., Herman, C. P., & Higgs, S. (2017). Using a descriptive social norm to increase vegetable selection in workplace restaurant settings. Health Psychology, 36, 1026–1033. doi:10.1037/hea0000478
  • Trefis Team. (2016, July 25). ‘Healthy’ food options in the core menu can drive revenues for McDonald’s (Forbes). Retrieved from www.forbes.com
  • Trefis Team. (2017). How restaurants are benefiting from introducing healthier menu options (Forbes). Retrieved from www.forbes.com
  • Tuu, H. H., Olsen, S. O., Thao, D. T., & Anh, N. T. K. (2008). The role of norms in explaining attitudes, intention and consumption of a common food (fish) in Vietnam. Appetite, 51(3), 546–551. doi:10.1016/j.appet.2008.04.007
  • Verbeke, W., & Vackier, I. (2005). Individual determinants of fish consumption: Application of the theory of planned behavior. Appetite, 44(1), 67–82. doi:10.1016/j.appet.2005.01.007
  • Wang, W. C., & Worsley, A. (2014). Healthy eating norms and food consumption. European Journal of Clinical Nutrition, 68(5), 592–601. doi:10.1038/ejcn.2014.2
  • Waterlander, W. E., Steenhuis, I. H. M., de Vet, E., Schuit, A. J., & Seidell, J. C. (2009). Expert views on most suitable monetary incentives on food to stimulate healthy eating. European Journal of Public Health, 20, 325–331. doi:10.1093/eurpub/ckp198
  • White, K. M., Smith, J. R., Terry, D. J., Greenslade, J. M., & McKimmie, B. M. (2009). Social influence in the theory of planned behavior: The role of descriptive, injunctive, and in-group norms. British Journal of Social Psychology, 48, 135–158. doi:10.1348/014466608X295207
  • Wright, B., & Bragge, P. (2017). Interventions to promote healthy eating choices when dining out: A systematic review of reviews. British Journal of Health Psychology, 23, 278–295.
  • Wu, L., Shen, H., Fan, A., & Mattila, A. S. (2017). The impact of language style on consumers’ reactions to online reviews. Tourism Management, 59, 590–596.
  • Yanovitzky, I., Stewart, L. P., & Lederman, L. C. (2006). Social distance, perceived drinking by peers, and alcohol use by college students. Health Communication, 19(1), 1–10.
  • Yun, D., & Silk, K. J. (2011). Social norms, self-identity, and attention to social comparison information in the context of exercise and health diet behavior. Health Communication, 26(3), 275–285.

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.