When is Injunctive Norms Messaging Counterproductive? Exploring the Effect of Language Variation in Social Norms Messaging on Psychological Reactance.

Abstract

Scholars speculate that injunctive norms messages elicit more psycholgical reactance compared to descriptive norms messages. This research argues that the commonly employed linguistic variations of injunctive norms messages account for reactance effects rather than the injunctive norms vs. descriptive norms difference itself. We employed a 5 (norms messaging: descriptive norms vs. injunctive norms approval vs. injunctive norms disapproval vs. injunctive norms should vs. injunctive norms must) × 2 (topic: responsible drinking vs. nutritious diet) between-subjects experiment (N = 424) to test the degree to which specific injunctive norms messages elicit reactance. The findings indicated that the injunctive norms must message produced a significantly stronger perceived freedom threat than both the descriptive norms message and the injunctive norms should message. Moreover, serial mediation suggested that after the exposure to the injunctive norms must message, participants reported stronger perceived freedom threat and psychological reactance, followed by more unfavorable attitudes and weaker behavioral intention to engage in responsible drinking and a healthy diet. No differences occurred between the injunctive norms approval and disapproval messages. The results provide theoretical and empirical clarity for the relationship between social norms messaging and psychological reactance and offer practical guidance for social norm-based public health interventions.