Stimulating behavioural change: thumbs up

‘Bread‘ by Carlito Brigante, uploaded to flickr

Fascinating and sensible article about facilitating behavioural change via effective communication published yesterday. Too often, the ‘boomerang effect’ means that undesirable behaviours are reinforced  –

[…] the problem with appeals based on social norms is that they often contain a hidden message.

So, for example, an environmental campaign that focuses on the fact that too many people drive cars with large engines contains two messages — that driving cars with large engines is bad for the environment, and that lots of people are driving cars with large engines. This second message makes it unlikely that the campaign will work. Worse, it might even make it counterproductive: by conveying how common the undesirable behaviour is, it can give those who do not currently engage in that behaviour a perverse incentive to do so. Everyone else is doing it, so why shouldn’t I?

The nub of the matter?  Castigating undesirable behaviour needs to be connected with praise for those who are doing the right thing.

Fortunately, there is a way of harnessing the power of social norms, so that the dreaded “boomerang effect” doesn’t occur.

In a recent experiment, psychologists examined the influence of social norms on the household energy consumption of residents of California. The researchers, led by Wesley Schultz, picked houses at random and then divided them into groups depending on whether their energy consumption was higher or lower than the average for that area. Some low-energy-use households received only information about average energy usage — thereby setting the social norm.

A second group of low-energy households had a positive “emoticon” (happy face) positioned next to their personal energy figure, conveying approval of their energy footprint. A third group of over-consuming households were shown their energy usage coupled with a negative emoticon (sad face), intended to convey disapproval of their higher-than-average footprint.

The researchers then measured energy consumption in the following months. As one might expect, the over-consuming households used the social norm as a motivation to reduce their energy use, but under-consuming households that had received only the social norm information increased their energy use.

Crucially, though, the under-consuming households that had received positive feedback did not show this boomerang effect: the addition of a smiley face next to their energy usage made all the difference. Despite the simplicity of the feedback, households that felt their under-consumption was socially approved (rather than a reason to relax), maintained their small energy footprint. This suggests that using social norms can be effective — but only if they are used in the right way.

Castigating the “majority” of people for driving cars with large engines, without simultaneously praising those who have chosen smaller models could spectacularly backfire. Environmental campaigns using social norms will have to be supplemented with information targeted at specific groups about the desirability of their particular behaviours. If people are doing something positive, they need to know about it.