Target, distance, and valence: Unpacking the effects of normative feedback
| Autor: | Jonathan E. Bogard, Magali A. Delmas, Noah J. Goldstein, I. Stephanie Vezich |
|---|---|
| Rok vydání: | 2020 |
| Předmět: |
Unpacking
Organizational Behavior and Human Resource Management Social Psychology 050109 social psychology Energy conservation Normative social influence Social comparison feedback Clinical Research 0502 economics and business Statistics 0501 psychology and cognitive sciences Valence (psychology) Healthy behaviors Tourism and Services Applied Psychology Reference group Residential energy use business.industry Normative influences 05 social sciences Psychology and Cognitive Sciences Commerce Energy consumption Management Normative Electricity business Psychology 050203 business & management |
| Popis: | People constantly receive information about their performance relative to others. Estimating these effects is complicated because, as we show, normative feedback includes several dimensions: Target (e.g., a reference group of average versus exemplary performers), Distance (e.g., being near versus far from a benchmark), and Valence (e.g., being better or worse than the benchmark). In Study 1, we randomly assign households to receive no feedback or feedback comparing their energy consumption to either their average or most efficient neighbors. Households compared to average neighbors decreased electricity usage by 6%, but those compared to efficient neighbors increased consumption by 4%. We decompose these effects into the separate influences of Target, Distance, and Valence. In Studies 2 and 3a-c, we randomly assign normative feedback to isolate the independent effects of Distance and Valence. Additionally, we find evidence for the mediating effect of motivation: The more dispiriting the feedback, the worse the subsequent performance. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
|