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

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 demonst...

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Veröffentlicht in:	Social psychological & personality science 2021-08, Vol.12 (6), p.868-876
Hauptverfasser:	Jacobson, Ryan P., Jacobson, Kathryn J. L., Reid, Allecia E.
Format:	Artikel
Sprache:	eng
Schlagworte:	Conformity Guilt Marketing Social norms Violations
Online-Zugang:	Volltext
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