title: Dictator Game Giving: The Importance of Descriptive versus Injunctive Norms.
abstract: Human behaviour is influenced by social norms but norms can entail two types of information. Descriptive norms refer to what others do in this context, while injunctive norms refer to what ought to be done to ensure social approval. In many real-world situations these norms are often presented concurrently meaning that their independent effects on behaviour are difficult to establish. Here we used an online Dictator Game to test how descriptive and injunctive norms would influence dictator donations when presented independently of one another. In addition, we varied the cost of complying with the norm: By stating that $0.20 or $0.50 cent donations from a $1 stake were normal or suggested, respectively. Specifying a higher target amount was associated with increased mean donation size. In contrast to previous studies, descriptive norms did not seem to influence giving behaviour in this context, whereas injunctive norms were associated with increased likelihood to give at least the target amount to the partner. This raises the question of whether injunctive norms might be more effective than descriptive norms at promoting prosocial behaviour in other settings.
authors.affiliation: Department of Genetics, Evolution and Environment, University College London, Gower Street, London, WC1E 6BT United Kingdom.
authors.forename: Nichola J
authors.initials: NJ
authors.lastname: Raihani
authors.affiliation: Department of Psychology, Yale University, New Haven, Connecticut, United States of America.
authors.forename: Katherine
authors.initials: K
authors.lastname: McAuliffe
mesh_terms: D000367:Age Factors; D005260:Female; D005717:Games, Experimental; D037921:Gift Giving; D006801:Humans; D016014:Linear Models; D008297:Male; D000067074:Peer Influence; D011336:Probability; D012737:Sex Factors; D012925:Social Conformity