A focus theory of normative conduct: A theoretical refinement and reevaluation of the role of norms in human behavior
RB Cialdini, CA Kallgren, RR Reno�- Advances in experimental social�…, 1991 - Elsevier
Publisher Summary This chapter focuses on norms, which can be demonstrated to affect
human action systematically and powerfully. Three distinct types of norms that are effective:
social norms of the descriptive kind, which guides the behavior via the perception of how
most others would behave; social norms of the injunctive kind, which guides the behavior via
the perception of how most others would approve/disapprove of a person's conduct; and
personal norms, which guides the behavior via the perception of how a person would�…
human action systematically and powerfully. Three distinct types of norms that are effective:
social norms of the descriptive kind, which guides the behavior via the perception of how
most others would behave; social norms of the injunctive kind, which guides the behavior via
the perception of how most others would approve/disapprove of a person's conduct; and
personal norms, which guides the behavior via the perception of how a person would�…