The Motivational Force of Descriptive Norms: For Whom and When Are Descriptive Norms Most Predictive of Behavior?
The Motivational Force of Descriptive Norms: For Whom and When Are Descriptive Norms Most Predictive of Behavior?
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DOI：
10.1177/0022022115600796
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发表时间：
2015-11-01
影响因子：
3
通讯作者：
Harrington, Jesse R.
中科院分区：
文献类型：
--
作者：
Gelfand, Michele J.;Harrington, Jesse R.
描述性规范或关于特定参考群体的主导信仰、价值观和行为的认知与个人价值观不同，并预测广泛的文化行为。然而，关于描述性规范何时何地预测行为以及哪些文化、情境和个体差异因素影响其动机力量等问题仍然存在。在本文中，我们重点关注三个主要动机目标，它们可以帮助我们确定描述性规范何时具有特别的预测性：管理不确定性和威胁的目标、管理印象的目标以及源自权力和依赖的目标。我们认为，描述性规范具有重要的认知、身份和社会协调功能，有助于实现这些目标。
Descriptive norms, or cognitions concerning the dominant beliefs, values, and behaviors of a particular reference group, are distinct from personal values and predict a wide range of cultural behavior. However, questions remain as to when and in what contexts descriptive norms predict behavior and what cultural, situational, and individual difference factors influence their motivational force. In this article, we focus on three primary motive goals that may help us determine when descriptive norms are particularly predictive: the goal to manage uncertainty and threat, the goal to manage impressions, and goals derived from power and dependence. We argue that descriptive norms serve important epistemic, identity, and social coordinative functions that help satisfy these goals.