chapter 10

Question 1

1. descriptive norms

Answer 1

what a group of people think, feel, or do; what people are actually doing

Question 2

1. injunctive norms

Answer 2

what group members believe people think, feel, or do; beliefs about what should be done

Question 3

1. Next, how might the students’ motivation and ability determine whether descriptive or injunctive norms are used to encourage safe sex behavior? Explain

Answer 3

students motivation and ability: if students are more motivated, they will be more likely to look up statistics about safe sex, leading them to be more likely to practice it as they realize more people actually do have safe sex (descriptive). students with little motivation will simply assume that no one is practicing safe sex, and therefore will also not practice safe sex, as well as have false assumptions about what “safe sex” actually means (injunctive)

Question 4

1. Explain how you could use descriptive norms to encourage students to engage in safe sex.

Answer 4

using descriptive norms to encourage students to engage in safe sex: show visuals of the amount of people of similar age, gender, etc that report they practice safe sex, show video reports of ingroup members talking about how they practice safe sex

Question 5

2. Explain how you could use the norm of reciprocity at half of the houses you

Answer 5

norm of reciprocity: the shared view that people are obligated to return to others the goods, services, and concessions they offer us
-offer to half the houses use a free sample of the product, and then follow up a few days later with a call asking them to purchase some

Question 6

2. the norm of commitment at the other half of houses you visit.

Answer 6

norm of commitment: the shared view that people are required to honor their agreements and obligations
-use the low ball technique (the influencer secures agreement with a request but then increases the cost of honor the commitment)