This article identifies four factors for consideration in norms-based research to enhance the predictive ability of theoretical models. First, it makes the distinction between perceived and collective norms and between descriptive and injunctive norms. Second, the article addresses the role of important moderators in the relationship between descriptive norms and behaviors, including outcome ex...

This study investigates the role of demographics, specifically gender, on susceptibility to three social influence types for certain products. Data were collected in two stages from business students at a large university. Analyses were performed at the construct and product levels. At the construct level, marital status and living situation were found to be the significant demographics for bot...

A neighborhood's normative climate is linked to, but conceptually distinct from, its structural characteristics such as poverty and racial/ethnic composition. Given the deleterious consequences of early sexual activity for adolescent health and well-being, it is important to assess normative influences on youth behaviors such as sexual debut, number of sex partners, and involvement in casual se...

Much research has shown that intergroup contact is associated with a reduction in prejudice. Far less attention been paid to the conditions promote contact. This explored role of normative social influence predicting engagement (total N = 1,538). Cross-sectional Study 1 found individuals’ perception descriptive levels amongst ingroup predicted their own whilst controlling for outgroup attitudes...

This paper investigated how senior management is motivated to commit to information system (IS) security. Research shows senior management participation is critical to successful IS security, but has not explained how senior managers are motivated to participate in IS security. Information systems research shows pressures external to the organization have greater influence on senior managers th...

We report a study aimed at understanding the effects of classroom normative influences on individual aggressive behavior, using samples of 614 and 427 urban elementary school children. Participants were assessed with measures of aggressive behavior and normative beliefs about aggression. We tested hypotheses related to the effects of personal normative beliefs, descriptive classroom norms (the ...

Normative social influences shape nearly every aspect of our lives, yet the biological processes mediating the impact of these social influences on behavior remain incompletely understood. In this Hypothesis, we outline a theoretical framework and an integrative research approach to the study of social influences on the brain and genetic moderators of such effects. First, we review neuroimaging...