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Descriptive social norms and resource cues influence choice by additive and separate effects

Descriptive social norms and resource cues influence choice by additive and separate effects Abstract Descriptive social norms have attracted much attention in social influence research. Regarding consumer choice, it is however unclear if, and to what extent, the influence of social norms is related to resource-state information. In two experiments, including 384 and 724 participants, respectively, we assess the unique and combined effects of these influences on both choice and preferences. Results showed consistent effects of descriptive social norms, influencing both choice and preferences across the two experiments. When a resource cue was provided in Experiment 1, a small non-significant difference compared to the control condition indicated that information about resource states might affect choice. This effect was replicated with statistical significance in Experiment 2. No effect of such a cue was detected on preferences in either experiment. Present results suggest that the effects of descriptive social norms and resource cues are independent and additive. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Nordic Psychology Taylor & Francis

Descriptive social norms and resource cues influence choice by additive and separate effects

Nordic Psychology , Volume 75 (3): 14 – Jul 3, 2023
14 pages

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References (42)

Publisher
Taylor & Francis
Copyright
© 2022 The Author(s). Published by Informa UK Limited, trading as Taylor & Francis Group
ISSN
1904-0016
eISSN
1901-2276
DOI
10.1080/19012276.2022.2078994
Publisher site
See Article on Publisher Site

Abstract

Abstract Descriptive social norms have attracted much attention in social influence research. Regarding consumer choice, it is however unclear if, and to what extent, the influence of social norms is related to resource-state information. In two experiments, including 384 and 724 participants, respectively, we assess the unique and combined effects of these influences on both choice and preferences. Results showed consistent effects of descriptive social norms, influencing both choice and preferences across the two experiments. When a resource cue was provided in Experiment 1, a small non-significant difference compared to the control condition indicated that information about resource states might affect choice. This effect was replicated with statistical significance in Experiment 2. No effect of such a cue was detected on preferences in either experiment. Present results suggest that the effects of descriptive social norms and resource cues are independent and additive.

Journal

Nordic PsychologyTaylor & Francis

Published: Jul 3, 2023

Keywords: social influence; social norms; resource cues; decision-making

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