To Think or Not to Think: The Effect of Cognitive Deliberation on Social Norm Influence

V. Melnyk; E. van Herpen; A.R.H. Fischer; J.C.M. van Trijp

To Think or Not to Think: The Effect of Cognitive Deliberation on Social Norm Influence

V. Melnyk, E. van Herpen, A.R.H. Fischer, J.C.M. van Trijp

Research output: Contribution to journal › Article › Academic › peer-review

Abstract

This study examines the effect of descriptive and injunctive norms under different levels of cognitive deliberation. Results show that whereas cognitive load limits the influence of both norms, cognitive deliberation increases the effect of descriptive and decreases the effect of injunctive norms due to the valence of activated thoughts.

Original language	English
Journal	Advances in Consumer Research
Volume	38
Publication status	Published - 2011

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title = "To Think or Not to Think: The Effect of Cognitive Deliberation on Social Norm Influence",

abstract = "This study examines the effect of descriptive and injunctive norms under different levels of cognitive deliberation. Results show that whereas cognitive load limits the influence of both norms, cognitive deliberation increases the effect of descriptive and decreases the effect of injunctive norms due to the valence of activated thoughts.",

author = "V. Melnyk and {van Herpen}, E. and A.R.H. Fischer and {van Trijp}, J.C.M.",

year = "2011",

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AU - van Herpen, E.

AU - Fischer, A.R.H.

AU - van Trijp, J.C.M.

PY - 2011

Y1 - 2011

N2 - This study examines the effect of descriptive and injunctive norms under different levels of cognitive deliberation. Results show that whereas cognitive load limits the influence of both norms, cognitive deliberation increases the effect of descriptive and decreases the effect of injunctive norms due to the valence of activated thoughts.

AB - This study examines the effect of descriptive and injunctive norms under different levels of cognitive deliberation. Results show that whereas cognitive load limits the influence of both norms, cognitive deliberation increases the effect of descriptive and decreases the effect of injunctive norms due to the valence of activated thoughts.

M3 - Article

VL - 38

JO - Advances in Consumer Research

JF - Advances in Consumer Research

SN - 0098-9258

ER -