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Framing Descriptive Norms as Self-Benefit Versus Environmental Benefit: Self-Construal’s Moderating Impact in Promoting Smart Energy Devices

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Department of Communication Sciences, Ghent University, Korte Meer 7-9-11, 9000 Gent, Belgium
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Department of Marketing, Ghent University, Tweekerkenstraat 2, 9000 Ghent, Belgium
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Author to whom correspondence should be addressed.
Sustainability 2020, 12(2), 614; https://doi.org/10.3390/su12020614
Received: 2 December 2019 / Revised: 10 January 2020 / Accepted: 11 January 2020 / Published: 14 January 2020
Recently, awareness has been raised concerning the importance of sustainable energy use. Nevertheless, many obstacles must be overcome to change individuals’ energy consumption habits. This study examines how a message should be framed to convince individuals to purchase a smart energy device that provides feedback on household energy use. As such, this device can assist households in adjusting their energy-wasting habits. Through two experimental studies, this paper examines how a descriptive normative message, indicating that the majority of US households have already purchased a smart energy device, can increase individuals’ intention to purchase the device. Both studies consider the moderating influence of the self-construal, which refers to individuals’ consideration of themselves as either part of a group (interdependent self-construal) or independent from others (independent self-construal). The first study (n = 231) reveals that a descriptive norm (versus no norm) leads to a higher purchase intention through an enhanced normative influence regardless of participants’ self-construal. The second study (n = 128) adds to the finding that combining a descriptive norm with a self-benefit (versus environmental) frame more strongly impacts the purchase intent of individuals with a dominant independence. No significant differences are identified between the two benefit frames’ effectiveness among individuals with a dominant interdependence.
Keywords: sustainable energy use; smart energy devices; social norms; descriptive norms; self-construal; self-benefit; environmental-benefit sustainable energy use; smart energy devices; social norms; descriptive norms; self-construal; self-benefit; environmental-benefit
MDPI and ACS Style

Mingolla, C.; Hudders, L.; Cauberghe, V. Framing Descriptive Norms as Self-Benefit Versus Environmental Benefit: Self-Construal’s Moderating Impact in Promoting Smart Energy Devices. Sustainability 2020, 12, 614.

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