Social Norms and Persuasion

doi:10.1017/9781108759458.028

28 - Social Norms and Persuasion

from Part IV - Legitimacy and Social Norms

Published online by Cambridge University Press: 07 May 2021

Jessica M. Nolan and

Kenneth E. Wallen

Edited by

Benjamin van Rooij and

D. Daniel Sokol

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Benjamin van Rooij: Affiliation:
School of Law, University of Amsterdam
D. Daniel Sokol: Affiliation:
University of Florida

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Summary

Abstract: Social norms, what most people do or approve of, can be leveraged as a powerful tool for gaining compliance. This chapter reviews the behavioral intervention literature to describe and summarize the different ways that social norms can be operationalized to obtain compliance, the underlying motivations and mechanisms driving these effects, and possible delivery mechanisms. Best practices are highlighted for ensuring maximum compliance. The chapter also explores theoretical and empirical literature to review and characterize the behavioral domains in which social norm techniques are effectively implemented, including large-scale applications. The chapter concludes with a general discussion of research findings and suggestions for future research.

Type: Chapter
Information: The Cambridge Handbook of Compliance , pp. 404 - 421

DOI: https://doi.org/10.1017/9781108759458.028 [Opens in a new window]

Publisher: Cambridge University Press

Print publication year: 2021

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