Descriptive norms for me, injunctive norms for you: Using norms to explain the risk gap

Journal Title: Judgment and Decision Making - Year 2019, Vol 14, Issue 6

Abstract

People are more likely to rely on descriptive norms (i.e., what their peers are doing) when deciding whether to take a risk themselves than when deciding whether to recommend others to take a risk. We proposed and found that people also attend to normative information when making risk recommendations to others, but in this case they attend to a different type of normative information — injunctive norms (i.e., whether their peers approve of this behavior). Descriptive norm plays a bigger role in influencing people’s own decisions, whereas injunctive norm plays a bigger role in influencing people’s recommendations to others. This research demonstrates the importance of differentiating descriptive versus injunctive norms in risky decision-making and provides further evidence that perceived norms significantly influence risky decision-making.

Authors and Affiliations

Xi Zou and Krishna Savani

Keywords

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  • EP ID EP678445
  • DOI -
  • Views 157
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How To Cite

Xi Zou and Krishna Savani (2019). Descriptive norms for me, injunctive norms for you: Using norms to explain the risk gap. Judgment and Decision Making, 14(6), -. https://europub.co.uk/articles/-A-678445