Cialdini et al. (2006) — Social norms

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Last updated 5:55 AM on 10/12/26
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12 Terms

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What was the aim of Cialdini et al. (2006)?
To test how social norms influence behaviour
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Who were the participants?
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What type of study was used?
A naturalistic experiment
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What behaviour was investigated?
Stealing petrified wood
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What is a descriptive norm?
Information about what other people do
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What is an injunctive norm?
Information about what other people approve or disapprove of
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What were the independent variables?
Type of norm and positive or negative wording
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What was measured?
The percentage of marked wood stolen
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Which message produced the least theft?
A strongly focused injunctive message asking visitors not to take wood
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Which message produced the most theft?
A strongly focused descriptive message highlighting that visitors had taken wood
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Why might descriptive messages increase problem behaviour?
They can make the behaviour seem normal
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What was the main conclusion?
Messages are more effective when they show that problem behaviour is uncommon and socially disapproved of