Descriptive and injunctive social norms communicated among groups are known to influence behavior, yet little is known about how they evolve over time and how financial incentives influence norms. This article tests hypotheses about the ways in which monetary incentives can disrupt normative impact while facilitating cooperative behavior. The results of a public goods experiment indicate that the presence of a financial incentive for behavior can reduce the impact of perceived descriptive norms on behavior, and this reduction continues once the incentive is removed. The findings show that group identification enhances the effects of perceived descriptive norms on contribution behavior. The study results form the basis for theory building on the role of financial incentives in normative systems (FINS).

中文翻译：

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社会规范，行为支付计划和合作行为：走向规范系统中的财务激励理论

众所周知，在群体之间交流的描述性和禁令性社会规范会影响行为，但人们对它们随着时间的推移如何发展以及财务激励措施如何影响规范知之甚少。本文测试了关于货币激励可以在促进合作行为的同时破坏规范性影响的方式的假设。一项公共物品实验的结果表明，对行为的财务激励措施的存在可以减少感知的描述性规范对行为的影响，并且一旦取消激励措施，这种减少就会继续。研究结果表明，群体认同增强了感知的描述性规范对贡献行为的影响。研究结果构成了关于金融激励在规范体系中的作用的理论基础的基础。