Concepedia

Normative Appeals

Normative Appeals is a persuasive communication strategy within mobilization advertising that leverages societal norms, values, or moral standards (genus) by emphasizing what is considered socially appropriate or ethically obligatory to influence individual attitudes or behaviors (differentia).

70

Publications

15.5K

Citations

151

Authors

102

Institutions

Publications per year

2017–2026

25

Parents

Publications

70

The Constructive, Destructive, and Reconstructive Power of Social Norms

P. Wesley Schultz, Jessica M. Nolan, Robert B. Cialdini et al. · Psychological Science · 2007 · 3.7K citations · Full text

, , +17

A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels

Noah J. Goldstein, Robert B. Cialdini, Vladas Griskevicius · Journal of Consumer Research · 2008 · 3.2K citations

, , +16

Normative Social Influence is Underdetected

Jessica M. Nolan, P. Wesley Schultz, Robert B. Cialdini et al. · Personality and Social Psychology Bulletin · 2008 · 1.8K citations · Full text

, , +15

Crafting Normative Messages to Protect the Environment

Robert B. Cialdini · Current Directions in Psychological Science · 2003 · 1.5K citations

, , +9

Managing social norms for persuasive impact

Robert B. Cialdini, Linda J. Demaine, Brad J. Sagarin et al. · Social Influence · 2006 · 1K citations

, , +14

1–5 of 70

Authors

151

  1. RB
    Robert B. Cialdini

    Arizona State University, United States

    6 publications · 11.1K citations

    6

    h-index

  2. NJ
    Noah J. Goldstein

    University of California, Los Angeles, United States

    4 publications · 8.6K citations

    4

    h-index

  3. VG
    Vladas Griskevicius

    University of Minnesota, United States

    4 publications · 8.6K citations

    4

    h-index

  4. PW
    P. Wesley Schultz

    California State University, San Marcos, United States

    3 publications · 5.5K citations

    3

    h-index

  5. JM
    Jessica M. Nolan

    University of Scranton, United States

    3 publications · 5.5K citations

    3

    h-index

1–5 of 151

Institutions

102

  1. Arizona State University

    Tempe, United States

    7 h-index

    10 publications

    19.8K citations

  2. California State University, San Marcos

    San Marcos, United States

    3 h-index

    3 publications

    5.5K citations

  3. University of North Carolina Wilmington

    Wilmington, United States

    2 h-index

    2 publications

    623 citations

  4. Sun Yat-sen University

    Guangzhou, China

    2 h-index

    3 publications

    247 citations

  5. University of West Florida

    Pensacola, United States

    2 h-index

    2 publications

    623 citations

  6. Nanyang Technological University

    Singapore, Singapore

    2 h-index

    2 publications

    43 citations

  7. University of Tennessee at Knoxville

    Knoxville, United States

    2 h-index

    2 publications

    61 citations

  8. Yale University

    New Haven, United States

    2 h-index

    6 publications

    169 citations

1–8 of 102

Venues

  1. Journal of Marketing

    JM · 3 publications · 1K citations

    3

    h-index

  2. Journal of the Academy of Marketing Science

    2 publications · 42 citations

    2

    h-index

  3. Journal of Business Ethics

    2 publications · 48 citations

    2

    h-index

  4. Personality and Social Psychology Bulletin

    PSPB · 2 publications · 1.8K citations

    2

    h-index

  5. Journal of Business Research

    JBR · 2 publications · 154 citations

    2

    h-index

1–5