Skip to main content Accessibility help
×
Hostname: page-component-848d4c4894-sjtt6 Total loading time: 0 Render date: 2024-06-16T08:33:45.833Z Has data issue: false hasContentIssue false
This chapter is part of a book that is no longer available to purchase from Cambridge Core

3 - Applications of social psychology to increase the impact of behaviour-focused intervention

Philip K. Lehman
Affiliation:
Virginia Polytechnic Institute and State University
E. Scott Geller
Affiliation:
Virginia Polytechnic Institute and State University
Linda Steg
Affiliation:
Rijksuniversiteit Groningen, The Netherlands
Abraham P. Buunk
Affiliation:
Rijksuniversiteit Groningen, The Netherlands
Talib Rothengatter
Affiliation:
Rijksuniversiteit Groningen, The Netherlands
Get access

Summary

Introduction

Watching the evening news on any given night should assure you applied social psychologists have plenty of work to do. Societal problems abound. Epidemics such as HIV and obesity, violence and drugs in schools, wars, traffic fatalities and environmental degradation pose significant economic consequences, as well as devastating costs in terms of human suffering and loss of life. Although human behaviour contributes to each of these societal problems, human behaviour can also be a critical part of the solution. As experts in the development and evaluation of behaviour-focused interventions, behaviour analysts and social psychologists are uniquely equipped to tackle these problems and make a difference in improving the quality of life on our planet.

The aim of this chapter is to provide you with an overview of techniques used for large-scale behaviour-based intervention. When it comes to applying psychological principles to change behaviour on a large scale, behaviour analysts have been at the forefront. We therefore begin by describing some of the fundamental assumptions of a behaviour-analysis approach to intervention design and evaluation. Next, we outline six intervention techniques which have been successfully used by behaviour analysts to change behaviours in beneficial ways. Finally, we outline six social-psychological principles which can serve to enhance the impact of these interventions. When you finish reading this chapter, you will understand the principles and procedures of a variety of interventions which can be used to improve relevant human behaviour.

Type
Chapter
Information
Applied Social Psychology
Understanding and Managing Social Problems
, pp. 57 - 86
Publisher: Cambridge University Press
Print publication year: 2008

Access options

Get access to the full version of this content by using one of the access options below. (Log in options will check for institutional or personal access. Content may require purchase if you do not have access.)

References

Aronson, E. (1999). The power of self-persuasion. American Psychologist, 54, 875–884.Google Scholar
Cialdini, R. B. (2001). Influence: Science and practice. 4th edn. Boston: Allyn and Bacon.
Geller, E. S. (2002). The participation factor: How to increase involvement in occupational safety. Des Plaines, IL: American Society of Safety Engineers.
Lehman, P. K. & Geller, E. S. (2004). Behavior analysis and environmental protection: Accomplishments and potential for more. Behavior and Social Issues, 13, 13–32.Google Scholar
Aitken, C. K., McMahon, T. A., Wearing, A. J. & Finlayson, B. L. (1994). Residential water use: Predicting and reducing consumption. Journal of Applied Social Psychology, 24, 136–158.Google Scholar
Aronson, E. (1999). The power of self-persuasion. American Psychologist, 54, 875–884.Google Scholar
Aronson, E. & Gonzales, M. H. (1992). Alternative social influence processes applied to energy conservation. In Edwards, J., Tindale, R. S., Heath, L. & Prosavac, E. J. (eds.), Social influence processes and prevention (pp. 301–325). New York: Plenum Press.
Aronson, E. & O'Leary, M. (1982). The relative effectiveness of models and prompts on energy conservation: A field experiment in a shower room. Journal of Environmental Systems, 12, 219–224.Google Scholar
Bem, D. J. (1972). Self-perception theory. In Berkowitz, L. (ed.), Advances in experimental social psychology (Vol. 6, pp. 1–60). New York: Academic Press.
Borsari, B. & Carey, K. B. (2003). Descriptive and injunctive norms in college drinking: A meta-analytic integration. Journal of Studies on Alcohol, 64, 331–341.Google Scholar
Boyce, T. E. & Geller, E. S. (2001). Encouraging college students to support pro-environment behavior: Effects of direct versus indirect rewards. Environment and Behavior, 33, 107–125.Google Scholar
Brehm, J. (1966). A theory of psychological reactance. New York: Academic Press.
Burger, J. M., Messian, N., Patel, S., Prado, A. & Anderson, C. (2003). What a coincidence! The effects of incidental similarity on compliance. Personality and Social Psychology Bulletin, 30, 35–43.Google Scholar
Burn, S. M. (1991). Social psychology and the stimulation of recycling behaviors: The block leader approach. Journal of Applied Social Psychology, 21, 611–629.Google Scholar
Cialdini, R. B. (2001). Influence: Science and practice. 4th edn. Boston: Allyn and Bacon.
Cialdini, R. B.(2003). Crafting normative messages to protect the environment. Current Directions in Psychological Science, 12, 105–109.Google Scholar
Cialdini, R. B. (2005). Don't throw in the towel: Use social influence research. APS Observer, 18, 33–34.Google Scholar
Craig, C. S. & McCann, J. M. (1978). Assessing communication effects on energy conservation. Journal of Consumer Research, 5, 82–88.Google Scholar
Daamen, D. D. L., Staats, H., Wilke, H. A. M. & Engelen, M. (2001). Improving environmental behavior in companies: The effectiveness of tailored versus nontailored interventions. Environment and Behavior, 33, 229–248.Google Scholar
Festinger, L. (1957). A theory of cognitive dissonance. Stanford University Press.
Freedman, J. L. & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195–203.Google Scholar
Geller, E. S. (2001). The psychology of safety handbook. Boca Raton, FL: CRC Press.
Geller, E. S. (2002). The participation factor: How to increase involvement in occupational safety. Des Plaines, IL: American Society of Safety Engineers.
Geller, E. S. (2005). People-based safety: The source. Virginia Beach, VA: Coastal Training Technologies.
Geller, E. S., Winett, R. A. & Everett, P. B. (1982). Environmental preservation: New strategies for behavior change. New York: Pergamon Press.
Geller, E. S., Kalsher, M. J., Rudd, J. R. & Lehman, G. R. (1989). Promoting safety-belt use on a university campus: An integration of commitment and incentive strategies. Journal of Applied Social Psychology, 19, 3–19.Google Scholar
Haines, M. P. & Spear, S. F. (1996). Changing the perception of the norm: A strategy to decrease binge drinking among college students. Journal of American College Health, 45, 134–140.Google Scholar
James, J. M. & Bolstein, R. (1992). Large monetary incentives and their effect on mail survey response rates. Public Opinion Quarterly, 56, 442–453.Google Scholar
Jenkins, G. D., Mitra, A., Gupta, N. & Shaw, J. D. (1998). Are financial incentives related to performance? A meta-analytic review of empirical research. Journal of Applied Psychology, 83, 777–787.Google Scholar
Katzev, R. D. & Johnson, T. R. (1984). Comparing the effects of monetary incentives and foot-in-the-door strategies in promoting residential electricity conservation. Journal of Applied Social Psychology, 14, 12–27.Google Scholar
McMakin, A. H., Malone, E. L. & Lundgren, R. E. (2002). Motivating residents to conserve energy without financial incentives. Environment and Behavior, 34, 848–863.Google Scholar
Milgram, S. (1963). Behavioral study of obedience. Journal of Abnormal and Social Psychology, 67, 371–378.Google Scholar
Miller, W. R. & Rollnick, S. (2002). Motivational interviewing: Helping people change. 2nd edn. New York: Guilford Press.
Neighbors, C., Larimer, M. E. & Lewis, M. A. (2004). Targeting misperceptions of descriptive drinking norms: Efficacy of a computer delivered personalized normative feedback intervention. Journal of Consulting and Clinical Psychology, 72, 434–447.Google Scholar
Pallak, M. S. & Cummings, N. (1976). Commitment and voluntary energy conservation. Personality and Social Psychology Bulletin, 2, 27–31.Google Scholar
Perkins, H. W. (2003). The emergence and evolution of the social norms approach to substance abuse prevention. In Perkins, H. W. (ed.), The social norms approach to preventing school and college age substance abuse: A handbook for educators, counselors, and clinicians (pp. 3–17). San Francisco: Jossey-Bass.
Skinner, B. F. (1971). Beyond freedom and dignity. New York: Knopf.
Strohmetz, D. B., Rind, B., Fisher, R. & Lynn, M. (2002). Sweetening the till: The use of candy to increase restaurant tipping. Journal of Applied Social Psychology, 32, 300–309.Google Scholar
Tertoolen, G., Kreveld, D. & Verstraten, E. C. H. (1998). Psychological resistance against attempts to reduce private car use. Transportation Research A, 32, 171–181.Google Scholar
Werner, C. M., Rhodes, M. U. & Partain, K. K. (1998). Designing effective instructional signs with schema theory: Case studies of polystyrene recycling. Environment and Behavior, 30, 709–735.Google Scholar
Winett, R. A., Leckliter, I. N., Chinn, D. E., Stahl, B. & Love, S. Q. (1985). Effects of television modeling on residential energy conservation. Journal of Applied Behavior Analysis, 18, 33–44.Google Scholar
Witte, K. & Allen, M. (2000). A meta-analysis of fear appeals: Implications for effective public health campaigns. Health Education and Behavior, 27, 591–615.Google Scholar

Save book to Kindle

To save this book to your Kindle, first ensure coreplatform@cambridge.org is added to your Approved Personal Document E-mail List under your Personal Document Settings on the Manage Your Content and Devices page of your Amazon account. Then enter the ‘name’ part of your Kindle email address below. Find out more about saving to your Kindle.

Note you can select to save to either the @free.kindle.com or @kindle.com variations. ‘@free.kindle.com’ emails are free but can only be saved to your device when it is connected to wi-fi. ‘@kindle.com’ emails can be delivered even when you are not connected to wi-fi, but note that service fees apply.

Find out more about the Kindle Personal Document Service.

Available formats
×

Save book to Dropbox

To save content items to your account, please confirm that you agree to abide by our usage policies. If this is the first time you use this feature, you will be asked to authorise Cambridge Core to connect with your account. Find out more about saving content to Dropbox.

Available formats
×

Save book to Google Drive

To save content items to your account, please confirm that you agree to abide by our usage policies. If this is the first time you use this feature, you will be asked to authorise Cambridge Core to connect with your account. Find out more about saving content to Google Drive.

Available formats
×