Self-Control Moderates the Effectiveness of Influence Attempts Highlighting Injunctive Social Norms

Across three experiments involving different target behaviors, the trait of impulsivity reduced the effectiveness of persuasive messages framed using injunctive norms. In two of the three experiments, the trait of impulse restraint heightened the effectiveness of these same injunctive norm messages. No evidence was obtained for these traits as moderators when descriptive norms were used to frame messages or when no-norm control conditions were used. Taken together, these results are consistent with past evidence that effortful self-control processes are involved in the process of following injunctive social norms. Results also provide converging support for a theoretical perspective, suggesting that injunctive norms are associated with a specialized set of response tendencies that encourage group-oriented behavior.