IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v129y2015icp70-79.html
   My bibliography  Save this article

When norms loom larger than the self: Susceptibility of preference–choice consistency to normative influence across cultures

Author

Listed:
  • Savani, Krishna
  • Wadhwa, Monica
  • Uchida, Yukiko
  • Ding, Yu
  • Naidu, N.V.R.

Abstract

The present research investigated a novel account of how normative influence varies across culture—whether there exist cultural differences in the motivation to adhere to social norms even when similar norms are prevalent across cultures. Experiment 1 established that both Americans and Indians perceived that most others would disapprove of individuals who made choices primarily based on their own preferences compared to individuals who also took other factors into consideration. Experiments 2 and 3 found that when either general normative concerns or specific norms were highlighted, Indians’ preference–choice consistency shifted whereas Americans’ did not. Experiment 4 demonstrated that motivating people to act counter-normatively (rather than normatively) increased Indians’ preference–choice consistency but had no influence on Americans’. The findings indicate that even when the norm content does not differ across cultures, people from a more interdependent culture are more susceptible to normative influence than people from a more independent culture.

Suggested Citation

  • Savani, Krishna & Wadhwa, Monica & Uchida, Yukiko & Ding, Yu & Naidu, N.V.R., 2015. "When norms loom larger than the self: Susceptibility of preference–choice consistency to normative influence across cultures," Organizational Behavior and Human Decision Processes, Elsevier, vol. 129(C), pages 70-79.
    • Handle: RePEc:eee:jobhdp:v:129:y:2015:i:c:p:70-79
    DOI: 10.1016/j.obhdp.2014.09.001
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749597814000661
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.obhdp.2014.09.001?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Kwan, Letty Y.-Y. & Yap, Suhui & Chiu, Chi-yue, 2015. "Mere exposure affects perceived descriptive norms: Implications for personal preferences and trust," Organizational Behavior and Human Decision Processes, Elsevier, vol. 129(C), pages 48-58.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Morris, Michael W. & Hong, Ying-yi & Chiu, Chi-yue & Liu, Zhi, 2015. "Normology: Integrating insights about social norms to understand cultural dynamics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 129(C), pages 1-13.
    2. Marcus, Justin & Carlson, David & Ergin, Canan & Ceylan, Savas, 2022. "“Generation Me”: An intra-nationally bounded generational explanation for convergence and divergence in personal vs. social focus cultural value orientations," Journal of World Business, Elsevier, vol. 57(2).
    3. Madan, Shilpa & Basu, Shankha & Ng, Sharon & Savani, Krishna, 2022. "The breadth of normative standards: Antecedents and consequences for individuals and organizations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 172(C).
    4. Muhammad A. Saleem & Hina Ismail & Rao Akmal Ali, 2021. "Actions Speak Louder than Words: Investigating the Interplay between Descriptive and Injunctive Norms to Promote Alternative Fuel Vehicles," Sustainability, MDPI, vol. 13(17), pages 1-17, August.
    5. Kwan, Letty Y.-Y. & Yap, Suhui & Chiu, Chi-yue, 2015. "Mere exposure affects perceived descriptive norms: Implications for personal preferences and trust," Organizational Behavior and Human Decision Processes, Elsevier, vol. 129(C), pages 48-58.
    6. Yates, J. Frank & de Oliveira, Stephanie, 2016. "Culture and decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 106-118.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Dane, Erik, 2024. "Promoting and supporting epiphanies in organizations: A transformational approach to employee development," Organizational Behavior and Human Decision Processes, Elsevier, vol. 180(C).
    2. Asongu, Simplice & Amari, Mouna & Jarboui, Anis & Mouakhar, Khaireddine, 2021. "ICT dynamics for gender inclusive intermediary education: Minimum poverty and inequality thresholds in developing countries," Telecommunications Policy, Elsevier, vol. 45(5).
    3. Maliheh Paryavi & Iris Bohnet & Alexandra van Geen, 2019. "Descriptive norms and gender diversity: Reactance from men," Journal of Behavioral Public Administration, Center for Experimental and Behavioral Public Administration, vol. 2(1).
    4. Mirko Heinzel & Andrea Liese, 2021. "Managing performance and winning trust: how World Bank staff shape recipient performance," The Review of International Organizations, Springer, vol. 16(3), pages 625-653, July.
    5. Shen, Meng & Young, Robert & Cui, Qingbin, 2016. "The normative feedback approach for energy conservation behavior in the military community," Energy Policy, Elsevier, vol. 98(C), pages 19-32.
    6. Khim Kelly & Pamela R. Murphy, 2021. "Reducing Accounting Aggressiveness with General Ethical Norms and Decision Structure," Journal of Business Ethics, Springer, vol. 170(1), pages 97-113, April.
    7. Morris, Michael W. & Hong, Ying-yi & Chiu, Chi-yue & Liu, Zhi, 2015. "Normology: Integrating insights about social norms to understand cultural dynamics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 129(C), pages 1-13.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:129:y:2015:i:c:p:70-79. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.