Please use this identifier to cite or link to this item: https://hdl.handle.net/10356/85133
Title: When norms loom larger than the self: Susceptibility of preference–choice consistency to normative influence across cultures
Authors: Savani, Krishna
Wadhwa, Monica
Uchida, Yukiko
Ding, Yu
Naidu, N. V. R.
Keywords: Preference
Choice
Issue Date: 2014
Source: Savani, K., Wadhwa, M., Uchida, Y., Ding, Y., & 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, 129, 70-79.
Series/Report no.: Organizational Behavior and Human Decision Processes
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.
URI: https://hdl.handle.net/10356/85133
http://hdl.handle.net/10220/43614
ISSN: 0749-5978
DOI: http://dx.doi.org/10.1016/j.obhdp.2014.09.001
Rights: © 2014 Elsevier. This is the author created version of a work that has been peer reviewed and accepted for publication by Organizational Behavior and Human Decision Processes, Elsevier. It incorporates referee’s comments but changes resulting from the publishing process, such as copyediting, structural formatting, may not be reflected in this document. The published version is available at: [http://dx.doi.org/10.1016/j.obhdp.2014.09.001].
Fulltext Permission: open
Fulltext Availability: With Fulltext
Appears in Collections:NBS Journal Articles

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