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28 - Social Norms and Persuasion

from Part IV - Legitimacy and Social Norms

Published online by Cambridge University Press:  07 May 2021

By
Jessica M. Nolan  and
Kenneth E. Wallen
Edited by
Benjamin van Rooij  and
D. Daniel Sokol
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
Publisher: Cambridge University Press
Print publication year: 2021

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