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Normative Social Influence in Persuasive Technology: Intensity versus Effectiveness

It has been established that normative social influence can be used effec-tively in persuasive technology. However, it is unknown whether the application of more social pressure makes it more effective. To test this hypothesis, a quantitative experiment was conducted on the online social network Facebook. Although evidence to support the hypothesis was found, it cannot be concluded from this experiment that more intense persuasion is more effective, when utilizing normative social influence in persuasive technology.

Normative values of aerobe fitness of Dutch adolescents, 12-17 years old, measured with the PACER-15 m test.

Normative values of aerobe fitness of Dutch adolescents, 12-17 years old, measured with the PACER-15 m test.

Normative Dimensions of Corporate Communication

In this chapter, it is argued that corporate communication is not an arbitrary affair, but an activity with its own intrinsic normativity. Communication is part of a creation order, which means that one has to obey specific norms and rules in order to present oneself in a convincing way. First of all, organisations need to have a clear sense of self and have to be accountable for their actions. They have to know ‘who’ they are, and to which principles they stick (directional dimension). Secondly, organisations must have a clear sense of the intrinsic good that is at stake in their professional field. They need to have a clear understanding of ‘what’ they are doing (structural dimension). Thirdly organisations must have a clear understanding of what is required in their specific context. They must have a sense of ‘why’ they exist in a particular time and place (contextual dimension). All three normative dimensions are important. If they lose sight of any one of these dimensions, organizations risk losing their credibility.

The value compass

In the psychological field, a lot of progress has been made in values theory. In marketing theory, however, the use of values has been undervalued. Despite the widespread managerial use of brand values, attention has remained focused on the brand personality concept. This book intends to provide a new perspective to marketing science, by proposing a system of brand values that takes into account the developments in values theory. Values were tested in a number of rounds among a total of more than 3,000 respondents in the Netherlands and several other countries including Germany, Italy, and China.In this study, values that motivate consumer behavior were demonstrated to relate to each other as a consistent value system, labelled here as the Value Compass. We showed that the values with which brands profile themselves can be organized according to a similar structure as the human value system, which opens additional insights into the use of values to position brands, or to predict brand choice. The cross-cultural validation included in this book showed a high degree of equivalence of the Value Compass. This validation provided insight in the cross-cultural similarities in the structure of the value system, but it also emphasized the cross-cultural differences in priorities that individuals attach to certain values.

The value compass

In the psychological field, a lot of progress has been made in values theory. In marketing theory, however, the use of values has been undervalued. Despite the widespread managerial use of brand values, attention has remained focused on the brand personality concept. This book intends to provide a new perspective to marketing science, by proposing a system of brand values that takes into account the developments in values theory. Values were tested in a number of rounds among a total of more than 3,000 respondents in the Netherlands and several other countries including Germany, Italy, and China.In this study, values that motivate consumer behavior were demonstrated to relate to each other as a consistent value system, labelled here as the Value Compass. We showed that the values with which brands profile themselves can be organized according to a similar structure as the human value system, which opens additional insights into the use of values to position brands, or to predict brand choice. The cross-cultural validation included in this book showed a high degree of equivalence of the Value Compass. This validation provided insight in the cross-cultural similarities in the structure of the value system, but it also emphasized the cross-cultural differences in priorities that individuals attach to certain values.