Abstract
This study investigates the influence of dynamic norms messages on behavioral intention via perceived future descriptive norms for two different pro-environmental behaviors and tests for the moderating role of group identity in the relationship between dynamic norms and behavior. The findings of an experiment show that perceived future descriptive norms mediate the effect of dynamic norms messages on behavioral intention. In addition, the pattern of dynamic norms message effects is dependent on group identity. When the reference group in a message is viewed as an in-group member and similar to oneself, dynamic norms messages are more influential than conventional low descriptive norms messages; on the other hand, when the reference group is perceived as an out-group and dissimilar to oneself, conventional low descriptive norms messages are more influential than dynamic norms messages. Theoretical and practical implications are discussed.
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