Persuasive communication, financial incentives, and social norms: Interactions and effects on behaviors

IF 6.3 2区心理学 Q1 PSYCHOLOGY, MULTIDISCIPLINARY

Current Opinion in Psychology Pub Date : 2024-07-29 DOI:10.1016/j.copsyc.2024.101851

Maria Knight Lapinski , John M. Kerr , Hubert W. Miller , Moonsun Jeon , Kayla Tracey

引用次数: 0

Abstract

Social norms and financial incentives are both known to shape the decisions people make about prosocial actions. This paper reviews the financial incentives in normative systems (FINS) model, which integrates theories of social norms from communication, social psychology, and behavioral economics to predict relationships among incentives, norms, and behaviors. It addresses how incentives can affect norms and how they change the effects of norms on behaviors. The model shows how strategic communication (framing) of social norms and incentives can shape the way people respond to incentives, minimizing unwanted outcomes and even enhancing the effectiveness of behavioral incentive payments. These insights can guide hypothesis testing and application to real-world use of incentives for behavior change.

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说服性交流、经济激励和社会规范：行为的相互作用和影响

众所周知，社会规范和经济激励都会影响人们对亲社会行为的决策。本文回顾了规范系统中的经济激励（FINS）模型，该模型整合了传播学、社会心理学和行为经济学中的社会规范理论，以预测激励、规范和行为之间的关系。该模型探讨了激励措施如何影响规范，以及激励措施如何改变规范对行为的影响。该模型展示了社会规范和激励措施的战略性沟通（框架）如何影响人们对激励措施的反应，从而最大限度地减少不必要的结果，甚至提高行为激励措施的有效性。这些见解可以指导假设检验，并应用于现实世界中的行为改变激励措施。

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

Current Opinion in Psychology PSYCHOLOGY, MULTIDISCIPLINARY-

CiteScore

12.10

自引率

3.40%

发文量

293

审稿时长

53 days

期刊介绍： Current Opinion in Psychology is part of the Current Opinion and Research (CO+RE) suite of journals and is a companion to the primary research, open access journal, Current Research in Ecological and Social Psychology. CO+RE journals leverage the Current Opinion legacy of editorial excellence, high-impact, and global reach to ensure they are a widely-read resource that is integral to scientists' workflows. Current Opinion in Psychology is divided into themed sections, some of which may be reviewed on an annual basis if appropriate. The amount of space devoted to each section is related to its importance. The topics covered will include: * Biological psychology * Clinical psychology * Cognitive psychology * Community psychology * Comparative psychology * Developmental psychology * Educational psychology * Environmental psychology * Evolutionary psychology * Health psychology * Neuropsychology * Personality psychology * Social psychology