Handen wassen na het plassen. Jong geleerd, oud gedaan?

2011 ◽  
Vol 39 (3) ◽  
Author(s):  
Maartje J.M. de Kort ◽  
Aart S. Velthuijsen
Keyword(s):  
Social Influence ◽  
Descriptive Norm ◽  
Critical Importance ◽  
Injunctive Norm ◽  
Descriptive Norms ◽  
Experimental Conditions ◽  
Persuasive Strategies ◽  
The Social ◽  
Normative Social Influence ◽  
The Impact

Do you wash your hands after using the bathroom? Two studies about communicating the injunctive and descriptive norm, and practicing informational and normative social influence in order to promote handwashing behavior. Do you wash your hands after using the bathroom? Two studies about communicating the injunctive and descriptive norm, and practicing informational and normative social influence in order to promote handwashing behavior. Increasing handwashing compliance after using the bathroom was the main goal of the two studies. Handwashing is of critical importance for preventing the spread of bacteria. Most people do know this, but they don’t behave in accordance to this fact. Lack of knowledge does not explain the discrepancy and therefore we investigated two strategies from the social influence literature. The effects on the handwashing behavior were observed unobtrusively. In the first study the impact of communicating the injunctive and descriptive norms regarding handwashing were examined. Results indicate that handwashing is promoted by communicating the injunctive norm. The impact of the descriptive norm is less important. In the second study informational and normative social influence were examined under different experimental conditions. Both informational and normative social influence promoted handwashing behavior and increased handwashing compliance after using the bathroom. Implications for influencing automatic and routine behavior by the use of communication and persuasive strategies are discussed.

scholarly journals Anticipated embarrassment due to social presence withholds consumers from purchasing products that feature a lucky charm

2017 ◽  
Vol 51 (9/10) ◽  
pp. 1612-1630 ◽  
Author(s):  
Di Wang ◽  
Harmen Oppewal ◽  
Dominic Thomas
Keyword(s):  
Social Influence ◽  
Impression Management ◽  
Social Presence ◽  
Purchase Decisions ◽  
Product Selection ◽  
Content Type ◽  
The Social ◽  
The Impact ◽  
Superstitious Beliefs

Purpose Several studies have shown that superstitious beliefs, such as beliefs in “lucky” product attributes, influence consumer purchase behaviour. Still, little is known about how social influence, in particular mere social presence, impacts consumer superstition-related purchase decisions. Drawing on impression management theory, this paper aims to investigate the effect of social presence on consumer purchase decisions of products featuring lucky charms including the role of anticipated embarrassment as a mediator of the social presence effect. Design/methodology/approach In three studies, participants select products that feature or do not feature a lucky charm. They make these selections under varying conditions of social presence, as induced by the shopping setting in the scenario or through the use of confederates or fellow participants observing them make a real product selection. Participants are students from Australia and China. Findings The studies show that social presence makes consumers less likely to select products that feature a lucky charm. This suppressing effect is mediated by the consumers’ anticipated embarrassment. Research limitations/implications The study investigates the effect of social presence but does not investigate different parameters of social presence such as the number of people present and their familiarity. The study investigates effects for purchase settings but does not include effects of usage and neither does it look into differences across product types or lucky charm types. Practical implications Marketers should be careful to not make lucky charms too publicly salient. Online settings are more suitable than mortar-and-brick settings for selling products featuring a lucky charm. Originality/value The present research is the first to investigate consumer purchase behaviour for a product featuring a lucky charm. It is also the first to investigate the impact of social influence on superstition-based decision-making.

scholarly journals Motives to engage with sports brands on Facebook and Instagram–The case of a Portuguese football club

2020 ◽  
Vol 21 (2) ◽  
pp. 325-349
Author(s):  
Joana César Machado ◽  
Carla Carvalho Martins ◽  
Frederico Correia Ferreira ◽  
Susana Costa e Silva ◽  
Paulo Alexandre Duarte
Keyword(s):  
Social Media ◽  
Social Influence ◽  
Online Survey ◽  
Linear Regression Analysis ◽  
Multiple Linear Regression Analysis ◽  
Content Type ◽  
Content Consumption ◽  
The Social ◽  
Marketing Activities ◽  
The Impact

PurposeSocial network sites are key marketing tools that allow brands to connect and engage with consumers. However, there is still a lack of evidence of their value for football brands. This research aims to understand the motivations for fans to engage with their favourite football brands on Facebook and Instagram.Design/methodology/approachAn online survey was performed, resulting in 214 valid responses. As the social media strategy followed by the football brand analysed was built around games, the authors divided fans into two groups based on the main method in which the club's games are watched: in stadium versus mediated. Multiple linear regression analysis was used to explore the relationship between motivations and fans' engagement, through content consumption and contribution, on Facebook and Instagram. Analysis was performed first with the whole sample and then by group (stadium attendance vs mediated attendance fans).FindingsThe findings show that social influence, entertainment, searching for information and rewards are the most relevant motivations for consumers to engage with brand-related content on Facebook. Entertainment, rewards and social influence are the main motivations influencing consumer interactions on Instagram. Group moderation was only confirmed in the impact of social influence on Facebook page content consumption.Originality/valueThe results provide valuable insights into the social media marketing activities of sports brands, which will assist brand managers to develop strategies for effectively stimulating engagement with the different groups of fans.

scholarly journals The Impact of Community Structure on the Convergence Time of Opinion Dynamics

2017 ◽  
Vol 2017 ◽  
pp. 1-7 ◽  
Author(s):  
An Lu ◽  
Chunhua Sun ◽  
Yezheng Liu
Keyword(s):  
Community Structure ◽  
Social Network ◽  
Social Influence ◽  
Opinion Dynamics ◽  
Matrix Analysis ◽  
Convergence Time ◽  
Influence Matrix ◽  
The Social ◽  
The Impact ◽  
Second Largest Eigenvalue

We analyze the convergence time of opinion dynamics in a social network with community structure. Using matrix analysis, we prove that the convergence time is determined by the second largest eigenvalue modulus. This modulus is close to 1 if the social influence matrix is nearly uncoupled. Furthermore, we discuss and analyze the factors of community structure affecting the convergence time.

Putting Text in Context: The Conflict between Pro-Ecological Messages and Anti-Ecological Descriptive Norms

2009 ◽  
Vol 12 (2) ◽  
pp. 657-666 ◽  
Author(s):  
Luis Oceja ◽  
Jaime Berenguer
Keyword(s):  
Public Space ◽  
Descriptive Norm ◽  
Injunctive Norm ◽  
Descriptive Norms ◽  
Follow Up Study ◽  
Practical Implications

In the present work we test whether the effectiveness of ecological messages may be canceled out when they conflict with the descriptive norm that is salient in the situation. In two studies, participants were unobtrusively observed while performing an ecologically relevant behavior: leaving lights on or off when exiting a public space. The results of Study 1 showed in two different settings (i.e., public washrooms of a university and of a restaurant) the powerful influence of focusing a descriptive norm that refers to such behavior, even when this descriptive norm is not sustained by the injunctive norm. The results of Study 2 showed the overall ineffectiveness of ecological messages when the information in the message was in conflict with the descriptive norm made salient by the context. Additionally, the results of a Follow-up Study suggested that vividness-congruency may increase the effectiveness of the message. Both the theoretical and practical implications of these results are discussed.

scholarly journals When social influence promotes the wisdom of crowds

2020 ◽  
Author(s):  
Abdullah Almaatouq ◽  
M. Amin Rahimian ◽  
Abdulla Alhajri
Keyword(s):  
Social Influence ◽  
Network Structure ◽  
Human Subjects ◽  
Wisdom Of Crowds ◽  
Social Network Structure ◽  
Crowd Wisdom ◽  
The Social ◽  
Computational Sciences ◽  
The Impact ◽  
The Wisdom Of Crowds

Whether, and under what conditions, groups exhibit "crowd wisdom" has been a major focus of research across the social and computational sciences. Much of this work has focused on the role of social influence in promoting the wisdom of the crowd versus leading the crowd astray, resulting in conflicting conclusions about how the social network structure determines the impact of social influence. Here, we demonstrate that it is not enough to consider the network structure in isolation. Using theoretical analysis, numerical simulation, and reanalysis of four experimental datasets (totaling 4,002 human subjects), we find that the wisdom of crowds critically depends on the interaction between (i) the centralization of the social influence network and (ii) the distribution of the initial, individual estimates, i.e., the estimation context. Specifically, we propose a feature of the estimation context that measures the suitability of the crowd to benefit from influence centralization and show its significant predictive powers empirically. By adopting a framework that integrates both the structure of the social influence and the estimation context, we bring previously conflicting results under one theoretical framework and clarify the effects of social influence on the wisdom of crowds.

scholarly journals Perceptions of the Self and most People’s Reactions towards Innocent and Noninnocent Victims

2013 ◽  
Vol 16 ◽  
Author(s):  
Hélder Alves ◽  
Isabel Correia
Keyword(s):  
Experimental Study ◽  
University Students ◽  
The Self ◽  
Descriptive Norm ◽  
Injunctive Norm ◽  
Descriptive Norms ◽  
Secondary Victimization ◽  
Innocent Victim

AbstractResearch has shown that: individuals positively distinguish themselves from most other people; being consistent is positively valued; injunctive and descriptive norms are perceived to protect victims. Joining these findings, we argue that individuals present themselves as following injunctive and descriptive norms towards victims to a higher extent and more consistently than most people. In an experimental study 273 university students of both sexes indicated what they and most other people would approve of (injunctive norm) or typically do (descriptive norm) regarding various reactions towards either an innocent or a noninnocent victim. The reactions involved secondary victimization (devaluation/derogation, avoidance, suffering minimization, blaming the victim) and non secondary victimization (valuation, contact, suffering acknowledgment, not blaming the victim). Participants perceived themselves and most people as approving of more non secondary than secondary victimization reactions, except for blaming the noninnocent victim. Participants indicated they approved of most of the normative reactions to a higher extent than most people, which is interpreted as a new instance of the Primus Inter Pares effect. Participants also indicated they would show more consistency between their injunctive and descriptive norms, especially towards the innocent victim. Results suggest that individuals perceive themselves as more immune to perverse norms than most people.

Guilt Enhances the Persuasive Effects of Injunctive But Not Descriptive Social Norms

2020 ◽  
pp. 194855062095058
Author(s):  
Ryan P. Jacobson ◽  
Kathryn J. L. Jacobson ◽  
Allecia E. Reid
Keyword(s):  
Social Norms ◽  
State Level ◽  
Public Service Announcement ◽  
Descriptive Norm ◽  
Injunctive Norm ◽  
Injunctive Norms ◽  
Descriptive Norms ◽  
Norm Violations ◽  
Control Message ◽  
Guilt Proneness

The focus theory of normative conduct asserts that distinct processes are involved in responding to injunctive norms versus descriptive norms. This research tested the prediction that guilt would be more strongly involved in motivating conformity to injunctive than descriptive norms. Study 1 demonstrates that people anticipate feeling guiltier following injunctive than descriptive norm violations. Studies 2 and 3 demonstrate that guilt proneness and state-level guilt enhance the persuasiveness of messages framed with injunctive norms but not control-framed or descriptive norm–framed messages. Finally, Study 4 shows that a guilt-arousing public service announcement is more effective if framed using an injunctive norm than a descriptive norm or a control message. These results augment understanding of the different ways that injunctive and descriptive norms influence behavior and have applied implications for social norms marketing interventions.

scholarly journals The Impacts of Moral Evaluations and Descriptive Norms on Children's and Adolescents’ Tolerance of Transgression

2015 ◽  
Vol 9 (2) ◽  
pp. 86-96 ◽  
Author(s):  
Jin Wang ◽  
Xinyuan Fu ◽  
Lange Zhang ◽  
Yu Kou
Keyword(s):  
High School ◽  
High School Students ◽  
Moral Development ◽  
Children And Adolescents ◽  
Social Cognitive ◽  
Developing World ◽  
Descriptive Norm ◽  
Descriptive Norms ◽  
School Students ◽  
The Social

Tolerance of transgressions can influence the social cognitive and moral development of children and adolescents. Given the prevalent tolerance for bribery throughout the developing world and in China, the present research identified bribery as a serious transgression and investigated the various effects of moral evaluations and descriptive norms on transgression tolerance with increasing age. Thus, two studies examined these effects among primary, middle, and high school students (N = 972, 10-, 13-, and 16-year-olds). In Study 1, students’ transgression tolerance was negatively influenced by moral evaluations, and no age trend emerged. However, students reported more transgression tolerance with age owing to their increasing understanding of descriptive norms. In Study 2, the descriptive norms were manipulated: individuals in the high descriptive norm condition showed greater transgression tolerance than those in the low descriptive norm condition. An increasing tolerance of transgressions was observed only for those in the high descriptive norm condition. The effect of descriptive norms was found to contribute to the transgression tolerance trend.

scholarly journals Sharing on Facebook and Face-to-Face What Others Do or Approve: Word-of-Mouth Driven by Social Norms

2021 ◽  
Vol 12 ◽  
Author(s):  
Mingyue Zhang ◽  
Jingyi Lu ◽  
William K. Hallman
Keyword(s):  
Interaction Effect ◽  
Social Group ◽  
Word Of Mouth ◽  
Psychological Distance ◽  
Group Norms ◽  
Injunctive Norms ◽  
Descriptive Norms ◽  
Face To Face ◽  
The Social ◽  
The Impact

Information sharing on social media [i.e., electronic word-of-mouth, (eWOM) and face-to-face word-of-mouth (fWOM)] plays an important role in message dissemination. This study investigates the effectiveness of group norms in motivating eWOM and fWOM. Drawing upon the psychological distance and construal level literature, this study tests the impact of group norms, the interaction effect of norms type (descriptive vs. injunctive norms), and the group distance on eWOMand fWOM. Based on one field study and three laboratory experiments, this study finds that normative cues in messages are impactful in driving WOM and the impact becomes especially stronger when the psychological distance of the social group is congruent with that of norms type tied to the group. Specifically, an interaction effect emerges, such as distant (close) group injunctive (descriptive) norms, are more impactful in driving WOM than close (distant) group injunctive (descriptive) norms. Contrary to the conventional wisdom that a close group has greater impacts than distant groups in terms of social influence, this study shows that messages with distant groups are more (or at least equally) likely to be shared than with a close group when tied with injunctive norms. The findings suggest that group norms are perceived to be more relevant when there is a match between the psychological distance of the social group and the norms type tied to the group.

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