A framework of moderators in social norm-based message persuasiveness based on a systematic review

IF 4.4 1区文学 Q1 COMMUNICATION

Human Communication Research Pub Date : 2023-11-07 DOI:10.1093/hcr/hqad043

Junhan Chen, Shilin Xia, Tong Lin

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引用次数: 0

Abstract

Abstract Social norm-based messages have been widely used for persuasion. However, the current trend that research focuses on using social norm theories rather than theorizing about social norms may hinder theory advancement. Although there are efforts theorizing moderators in norm–behavior relationship, the empirical studies testing the theories have yielded mixed findings, and the unclear focus on social norm-based messages versus perceived norms may impede theorizing the communication process regarding social norm-based persuasion. To bridge this gap, our study takes an inductive approach based on 85 studies to create a framework of moderators in social norm-based message persuasiveness. The framework identifies five factors moderating the effect of descriptive norm messages on behavioral intentions and two factors for injunctive norm messages. This framework lays a foundation for theorizing the mechanism of social norm-based message persuasiveness, highlights empirically supported conditions for message persuasiveness, and offers practical implications for designing targeted social norm-based messages.

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基于系统回顾的基于社会规范的信息说服调节者框架

基于社会规范的信息被广泛用于说服。然而，目前的研究倾向于使用社会规范理论，而不是将社会规范理论化，这可能会阻碍理论的发展。尽管人们努力将规范-行为关系中的调节因素理论化，但检验这些理论的实证研究得出了不同的结果，对基于社会规范的信息与感知规范的不明确关注可能阻碍了基于社会规范的说服的沟通过程的理论化。为了弥补这一差距，我们的研究采用了一种基于85项研究的归纳方法，以创建一个基于社会规范的信息说服力调节者框架。该框架确定了五个调节描述性规范信息对行为意图影响的因素和两个调节禁令性规范信息影响的因素。该框架为基于社会规范的信息说服力机制的理论化奠定了基础，突出了基于社会规范的信息说服力的实证支持条件，并为设计有针对性的基于社会规范的信息提供了实践启示。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Human Communication Research COMMUNICATION-

CiteScore

8.20

自引率

2.00%

发文量

期刊介绍： Human Communication Research is one of the official journals of the prestigious International Communication Association and concentrates on presenting the best empirical work in the area of human communication. It is a top-ranked communication studies journal and one of the top ten journals in the field of human communication. Major topic areas for the journal include language and social interaction, nonverbal communication, interpersonal communication, organizational communication and new technologies, mass communication, health communication, intercultural communication, and developmental issues in communication.