Managing Social Norms for Persuasive Impact

Publication and Source

Cialdini, R.B., Demaine, L.J., Sagarin, B.J., Barrett, D.W., Rhoads, K., Winter, P.L. (2006). Managing social norms for persuasive impact. Social Influence, 1(1), 3-15.  

Short Description

This article by Robert Cialdini and collaborators discusses an example of the use of social norms to influence behavior. Social norms, when used right, can cause desirable behavior, but when used wrong, perpetuate negative behavior. The case study discussed in this paper is positive versus negative messaging at Arizona's Petrified Forest National Park, where practitioners are trying to decrease theft of petrified wood.