Salience Of Norms Research Articles

The role of norm salience in aggression socialization among friends: Distinctions between physical and relational aggression

Socialization among aggressive friends is believed to play a critical role in the development of aggressive behavior. This study examined the moderating effect of norm salience in the classroom on the association between reciprocal friends’ and children’s own physical, relational, and general aggression. A total of 713 children (M = 10.32 years, SD = 0.99) in grades 4 to 6 completed a peer nomination inventory in the fall and spring of the same academic year. Norm salience was operationalized as the class- and sex-specific correlation between each form of aggression and social preference. Norm salience moderated relational aggression socialization among friends only for highly relationally aggressive girls. Specifically, socialization was exacerbated when norm salience was favorable and attenuated when norm salience was unfavorable, suggesting that highly relationally aggressive girls may possess skills allowing them to adapt to the social context in which they and their friends interact. In contrast, boys’ general aggression socialization was exacerbated when norm salience was neutral or unfavorable, suggesting that boys who affiliate with aggressive friends may be more susceptible to aggressive friends’ influence in general and especially in the context of potential peer rejection. No moderating effect of norm salience was found in regards to physical aggression socialization. Results suggest that interventions aimed at changing acceptability of aggression in the classroom may only be effective in specific subgroups of aggressive youth.

How consumers respond to social norms: an evidence from pay-what-you-want (PWYW) pricing

PurposeThis paper aims to investigate consumer behaviour in response to social norms under pay-what-you-want (PWYW) pricing. Specifically, it explores the critical role of social norms such as norm priming and consumer prior trust in the retailer on consumers’ perceived price fairness, trust, willingness to pay, purchase intentions and intentions to spread negative word of mouth about the retailer.Design/methodology/approachData on dependent measures were collected through the scenario-based online experimental approach and assessed using MANOVA analysis.FindingsResults confirm the significance of norms by indicating the critical role of norm belief on consumer responses. Also, increasing the salience of norms by priming them usually intensifies negative behaviour, and pre-existing trust in the retailer serves as an imperfect cushion against consumer negative reactions to norm violation, but this effect is observed to be decreasing with increase in prior trust.Research limitations/implicationsFurther research should consider the contextual (time, place, media) influences and assumptions to increase the generalizability of the findings.Originality/valueTo the best of the authors’ knowledge, this is the first paper to explicitly examine the effects of social-norm compliance by sellers on consumer behaviour in the context of PWYW pricing.

When a Nudge Backfires: Using Observation with Social and Economic Incentives to Promote Pro-Social Behavior

Theoretical and empirical findings suggest that individuals are sensitive to the observability of their actions and the downstream consequences of this observability. We connect three streams of literature (social preferences, behavior change, and social norms) to investigate the conditions for which these claims are valid. Across multiple high-powered studies, we examine the mechanisms through which observability of one's actions affects pro-sociality, when and why it sometimes fails, and how to utilize social and economic incentives to enact behavior change. Our three main results are: (i) observability alone has very little positive effect and can even backfire; (ii) inequality aversion drives the observed backfiring of observability; (iii) increasing the salience of norms can mitigate unintended consequences and successfully increase pro-sociality. From a policy perspective, our results highlight the potential pitfalls of simple behavioral interventions.

Analyzing ideological complexes from the perspective of modalities

Abstract Modalities are fundamental in building, maintaining and contesting ideological systems. While modalities have been described as resources for constructing both representational and interpersonal aspects of reality and truth, the analytical focus has been on modalities as a relationship between authors, their texts and their audiences, i.e. on their interpersonal functions. Informed by a framework on modalities for discourse analyses of values, Hodge and Kress’s theory on ideological complexes and Fairclough’s three-dimensional conception of discourse, in this paper I develop a method for examining modalities as resources for building dominant and counter discourses. I use example excerpts that come from my research on Finnish equality discourses to build and demonstrate the method. The example texts were written by people who are differently positioned in relation to salient norms and institutions on gender/sex and sociability: people contacted through a national random sample, people diagnosed with Asperger’s syndrome, and people with transgender experiences. The method allows not only for systematic examinations of how modalities function in ordering power-imbalanced interpersonal relations but also attends to an underexplored dimension dealing with how modalities work in ideological representation.

The Effect of Moral Congruence of Calls to Action and Salient Social Norms on Online Charitable Donations: A Protocol Study.

Online advertising is an important tool that can be utilized by charities to elicit attention and funding. A critical examination of advertisement strategies is thus necessary to increase the efficacy of fundraising efforts. Previous studies have shown that individuals’ moral views and perceptions of social norms can play important roles in charitable behavior. Thus, the current protocol describes a study to examine whether framing charitable advertisements in line with participants’ morality and increasing the salience of descriptive social norms increases subsequent charitable behavior. We describe experimental, online methods, whereby participants are provided with a framed call-to-action and normative information within a custom-developed application or existing survey platform. Furthermore, in the exploratory fashion, we discuss the possibility of collecting participants’ Facebook data and predicting moral profiles from this data. If there is an increased rate of donations as a result of moral compatibility and/or increased norm salience, charities can leverage this knowledge to increase the donations by tailoring their campaigns in a more appealing way for their prospective donors. Moreover, if it turns out to be possible to predict one’s moral profile from Facebook footprints, charities can use this knowledge to find and target people that are more likely to support their cause. However, this introduces important ethical questions that are discussed within this protocol.

The veil you know: Individual and societal-level explanations for wearing the hijab in comparative perspective

This article examines the individual and societal explanations for the persistence of the hijab as a conservative cultural norm in persistently religious and culturally conservative communities. Analyzing data from 300 hijab-wearing women in Egypt and 198 hijab-wearing women in Kuwait, our findings confirm the importance of considering societal as well as individual-level factors in the persistence of conservative cultural norms. We find that low salience of the hijab is associated with beliefs that others misuse the hijab. High salience of the hijab is correlated with beliefs that the hijab brings its wearer greater social mobility. Exposure to non-hijab-wearers was associated with both high and low salience of the hijab, and demonstrates the influence that exposure to norm breakers has on reinforcing the salience of conservative social norms.

Does the reliability of institutions affect public good contributions? Evidence from a laboratory experiment

AbstractReliable institutions, i.e., institutions that live up to the norms that agents expect them to keep foster cooperative behavior. We experimentally confirm this hypothesis in a public goods game with a salient norm that cooperation was socially demanded and corruption ought not to occur. When nevertheless corruption attempts came up, groups that were told that ‘the system’ had fended off the attempts made considerably higher contributions to the public good than groups that learned that attempts only did not affect their payoffs or that were not exposed to corruption at all.

The moderating role of peer norms in the associations of social withdrawal and aggression with peer victimization.

This study examined the moderating role of classroom injunctive norms salience regarding social withdrawal and regarding aggression in the longitudinal association between these behaviors and peer victimization. A total of 1,769 fourth through sixth graders (895 girls, M = 10.25 years, SD = 1.03) from 23 schools (67 classrooms) completed a peer nomination inventory in the fall (T1) and spring (T2) of the same academic year. Participants circled the name of each student who fit the description provided for social withdrawal, aggression, and peer victimization at T1 and T2. The salience of injunctive norms was sex-specific and operationalized by the extent to which children displaying the behavior were socially rewarded or sanctioned by their classmates. Generalized estimation equations (GEE) showed that the association between social withdrawal at T1 and peer victimization at T2 was moderated by injunctive norms. Social withdrawal at T1 was positively associated with peer victimization at T2 in classrooms where injunctive norms for this behavior were salient and unfavorable, as well as in classrooms where injunctive norms for aggression were salient and favorable, albeit for girls only. The association between aggression at T1 and peer victimization at T2 was also moderated by the injunctive norms regarding this behavior. Aggressive children were less likely to be victimized in classrooms where this behavior was rewarded. These results support bullying interventions that target factors related to the larger peer context, including social norms. (PsycINFO Database Record

"At Least the Pizzas You Make Are Hot": Norms, Values, and Abrasive Humor on the Subreddit r/RoastMe

We present a mixed methods study of the online forum r/RoastMe, a comedy-focused subreddit of the parent site reddit.com, wherein members post photos of themselves to be ridiculed by other members; the site generally encourages harsh and offensive forms of humor in these interpersonal exchanges. We conducted semi-structured interviews with sixteen participants (both "roasters" and "roastees") in the online forum to understand their motivations for participating, their experiences in the subreddit, and their perceptions of their and other members' participation. To complement our qualitative analyses, we also analyzed a RoastMe data set of over 9,000 image posts and 230,000 comments from June-August of 2017. From our interviews, we found that, like other deviant online communities, RoastMe relies on a specific set of norms. In RoastMe, roasters rely heavily on perspective-taking rather than dissociation from their targets, roastees highly value the often scathing assessments offered by users on RoastMe, and, despite the salience of norms that enhance feelings of safety, there is lingering concern among participants about the potential for emotional or psychological harm. Our quantitative analyses confirm many of the statements made in our qualitative interviews and provide further insights into the specific nature of interactions on the subreddit. Our study directs us toward different vantage points from which to design online community spaces that account for or leverage users' predilections for baiting behaviors, harsh judgments, and caustic humor.

Social Norms from a Goal-System Point of View: Contributions of Activity Analysis

ABSTRACTIn this article, we used a social injunctive norm to incentivize the elaboration of energy-efficient projects within a building renovation simulation application. We manipulated the norm saliency (presence on the interface) and compared its effect to that of an arbitrary set goal and a no-goal condition (control). Results show that both an injunctive norm and an explicit goal, when salient, led to more energy-efficient designs. Furthermore, participants exposed to the salient injunctive norm identified important parameters more quickly, were more efficient, and were more consistently focused on energy (vs. furnishing). Implications for theory and methodology for further experiments are discussed.

How Chinese and Caucasian Canadians Conceptualize Creativity: The Mediating Role of Uncertainty Avoidance

The current study examines cultural value mediators of the relationship between culture and the relative weight placed on novelty versus usefulness when conceptualizing creativity. With a sample of Chinese and Caucasian Canadian undergraduate students, we found that uncertainty avoidance, but not power distance or individualism/collectivism, mediated the relationship between culture and preferences toward the novel versus useful dimensions of creativity. We replicated the effect of uncertainty avoidance in a second study with Chinese Canadians’ bicultural identity integration predicting focus on novelty versus usefulness in the predicted direction. We advance prior research by isolating a cultural value mechanism driving cultural variation in the conceptualization of creativity when considering novelty versus usefulness. We discuss theoretical contributions and implications for future research addressing additional creativity domains, situated cognition, and norm salience.

Historical Institutionalism and Judicial Decision-Making

This article integrates insights from different veins of historical institutionalism to offer an analytical framework that specifies how ideas, institutions, and actors account for key aspects of judicial decision-making, including change over time. To the extent that ideas are widely distributed, highly salient, and stable among actors in the judicial field, they can affect patterns of rulings in a particular issue area. The distribution, salience, and stability of norms, however, may change over time for reasons embedded in the institutional structures themselves. Existing policies, laws, or treaties create the potential for new actors to enter the judicial field through processes that theorists of institutional change have identified as intercurrence, displacement, conversion, layering, and drift. New actors can shift the relative salience of ideas already rooted in the judicial field. This ideational salience amplification can alter patterns of judicial decision-making without the fundamental and often costly battles involved in wholesale paradigm change. French high court hate speech decisions provide the context for the development of this framework and serve to illustrate the dynamic. The author uses evidence from an original dataset of every ruling by the French Court of Cassation regarding racist hate speech from 1972 through 2012 to explain the varying propensity of the high court to restrict speech that targets majorities compared to minorities.

Using social injunctive norms to nudge users to build green houses / El empleo de normas prescriptivas sociales para animar a los usuarios a construir casas ecológicas

We propose a study that aims to evaluate the impact of social injunctive normative messages on users of a building renovation application. We used software that allowed participants to design renovation projects from an existing building and test different configurations. The main objective of this research was to evaluate the efficiency of injunctive social norms in order to incentivize energy-efficient renovation. We compared three groups varying in the presence or absence of the normative message and its salience. Results showed that compared to the control group, the salient injunctive norm group designs significantly more energy efficient buildings. We also found a marginally significant difference between non-salient injunctive norm and salient injunctive norm groups. Results have several implications for both social norm researchers and designers of similar applications.

The When and Why of Abandonment: The Role of Organizational Differences In Medical Technology Life Cycles

Although the adoption of new technology has received significant attention in management research, investigations of abandonment have lagged. In this study, we examine differences in the rates of abandonment of medical technologies based on whether abandonment occurs in response to the emergence of a superior technology or in light of new information questioning its efficacy. We link differences in responses to underlying differences in the missions and incentives of organizations. Examining coronary stents across three technological regime changes using a census of approximately two million patients admitted to Florida hospitals from 1995 to 2007, we show meaningful differences across three hospital types: for-profit, not-for-profit, and academic medical centers. Results show that for-profit hospitals abandon the earlier generation in favor of a superior technology faster than not-for-profit hospitals, but this is not the case if the efficacy of the technology is questioned. Academic medical centers, however, have the highest rates of abandonment under both triggers. Importantly, we find that organizational factors dominate physician differences as explanatory factors for abandonment. Implications of these findings are twofold. First, we identify the factors likely at play, i.e., the salience of norms of science and the corresponding trade-offs with economic benefits, when organizations make abandonment decisions. Second, our work underscores the importance of organizational mission, which dominates individual preferences in determining rates of abandonment. This paper was accepted by David Hsu, entrepreneurship and innovation.

Promoting concern about gender bias with evidence-based confrontation

Whereas confrontations of racial bias prompt negative self-directed affect (e.g., guilt) and reduce bias, confrontations of gender bias are typically disregarded. We examined the effectiveness of an evidence-based confrontation in which participants received concrete evidence of their discriminatory gender-biased evaluations. Participants were confronted with evidence that they evaluated a female applicant for a lab manager position negatively, which would have resulted in her not being hired, and that their evaluations were more negative than an otherwise identical applicant who was male. Experiment 1 found that this confrontation activated greater guilt and, in turn, concern about expressing and regulating gender bias in the future (hereafter “future concern”), relative to participants who were confronted about gender bias but without concrete evidence of bias. Experiment 2 showed that confrontation with concrete evidence of gender bias activated guilt and future concern whether the bias was framed as viewing women as not belonging in science or as unintelligent. Experiment 3 showed that the positive effects of confronting gender bias with evidence were just as strong as a parallel confrontation of racial bias. Experiment 4 showed that the positive effects also held in a non-STEM domain, and that these effects were not dependent on the situational salience of norms opposing gender bias. Thus, a robust strategy for effective confrontation of gender bias was established. However, we discuss difficulties with implementing this strategy in many real world situations, along with implications for how best to curb gender bias through confrontation.

Gender Norm Salience Across Middle Schools: Contextual Variations in Associations Between Gender Typicality and Socioemotional Distress.

Youth who feel they do not fit with gender norms frequently experience peer victimization and socioemotional distress. To gauge differences between schools, the current study examined the longitudinal effects of school-level gender norm salience-a within-school association between gender typicality and peer victimization-on socioemotional distress across 26 ethnically diverse middle schools (n boys = 2607; n girls = 2805). Boys (but not girls) reporting lower gender typicality experienced more loneliness and social anxiety in schools with more salient gender norms, even when accounting for both individual and school level victimization. Greater gender norm salience also predicted increased depressed mood among boys regardless of gender typicality. These findings suggest particular sensitivity among boys to environments in which low gender typicality is sanctioned.

Is Behavioral Ethics Ready for Giving Business and Policy Advice?

This essay is a critical perspective of the applicability of behavioral ethics in business and policy interventions. I summarize a series of proposed interventions to increase people’s honesty, inspired by ethical dissonance theory, such as increasing salience of moral norms, visibility, and self-engagement. Although I agree that behavioral ethics could offer simple, low-cost interventions with the potential of reducing unethical behavior (not only) in organizations, there are several risks and methodological limitations not sufficiently discussed. The interventions thus could eventually lead to weaker positive impacts or even long-term negative consequences. I suggest several alternative approaches to decrease dishonesty such as making the moral choice easier, implementing salient accountability, and removing dishonesty temptations and dishonest employees. The article concludes with a warning that unrealistic expectations may damage the credibility of behavioral ethics.

Donald Trump as a cultural revolt against perceived communication restriction: Priming political correctness norms causes more Trump support

Donald Trump has consistently performed better politically than his negative polling indicators suggested he would. Although there is a tendency to think of Trump support as reflecting ideological conservatism, we argue that part of his support during the election came from a non-ideological source: The preponderant salience of norms restricting communication (Political Correctness – or PC – norms). This perspective suggests that these norms, while successfully reducing the amount of negative communication in the short term, may produce more support for negative communication in the long term. In this framework, support for Donald Trump was in part the result of over-exposure to PC norms. Consistent with this, on a sample of largely politically moderate Americans taken during the General Election in the Fall of 2016, we show that temporarily priming PC norms significantly increased support for Donald Trump (but not Hillary Clinton). We further show that chronic emotional reactance towards restrictive communication norms positively predicted support for Trump (but not Clinton), and that this effect remains significant even when controlling for political ideology. In total, this work provides evidence that norms that are designed to increase the overall amount of positive communication can actually backfire by increasing support for a politician who uses extremely negative language that explicitly violates the norm.

Out-of-Category Brand Imitation: Product Categorization Determines Copycat Evaluation

Abstract Copycat brands imitate the trade dress of other brands, such as their brand name, logo, and packaging design. Copycats typically operate in the core product category of the imitated brand under the assumption that such “in-category imitation” is most effective. In contrast, four experiments demonstrate the benefits of “out-of-category imitation” for copycats, and the harmful effect on the imitated brand. Copycats are evaluated more positively in a related category, because consumers appraise the similarity between copycat and imitated brand more positively than in the core category, independent of the perceived similarity itself. This is due to a reduced salience of norms regarding imitation in the related category. Moreover, the results show a damaging backlash effect of out-of-category imitation on the general evaluation of the imitated brand and on its key perceived product attributes. The findings replicate across student, MTurk, and representative consumer samples; multiple product categories; and forms of brand imitation. This research demonstrates that out-of-category brand imitation helps copycat brands and hurts national leading brands much more than has so far been considered, which has managerial and public policy implications.

Situational Salience of Norms Moderates Cultural Differences in the Originality and Usefulness of Creative Ideas Generated or Selected by Teams

This study examines how culture affects the normative processes implicated in cultural differences in creative behaviors. Western norms prioritize originality and Eastern norms usefulness. In a cross-cultural study, we found significant performance differences in terms of originality and usefulness between Americans and Taiwanese only when these norms were salient, as when the task required individuals to select ideas (vs. generate new ideas) or to work in a group (vs. work alone). Compared with Taiwanese, Americans generated more original ideas when they worked in a group or when the task required them to select ideas for further elaboration. When required to select ideas in a group, norms were most salient and Americans’ relative advantage over Taiwanese in originality was most pronounced. In contrast, compared with Americans, Taiwanese generated more useful ideas when they worked in a group or when the task required them to select ideas for further elaboration. When required to select ideas in a group, Taiwanese’s advantage over Americans in usefulness was most pronounced. Moreover, although Americans and Taiwanese were equally capable of generating original and useful ideas, Taiwanese teams tended to express useful ideas and hold back original ones in group discussion. In contrast, American teams tended to hold back useful ideas. The theoretical and future research implications of these findings are discussed.