Green, greener, greenest: Can competition increase sustainable behavior?

Femke van Horen, Arianne van der Wal, Amir Grinstein

Research output: Contribution to JournalArticleAcademicpeer-review

Abstract

Today's world is confronted with alarming environmental problems and it becomes increasingly important to enhance people's sustainable behavior. It is therefore key for companies and policy makers to motivate sustainable behavior among both those who are naturally concerned about the welfare of others and are already more likely to be environmentally conscious (“pro-socials”) and those who are generally less motivated to act sustainably, as they are more concerned with maximizing their own benefits or relative advantage over others (“pro-selves”). Contributing to research in persuasion and environmental psychology, the current work investigates a new strategy that could foster the motivation to behave sustainably across both segments of people: competition. Across four studies in the lab, online, and field we find that competition promotes sustainable behavior, as it corresponds with the underlying motivations of pro-selves and, when used as a mean to a sustainable end, it does not alienate pro-socials from continuing to behave sustainably.

LanguageEnglish
Pages16-25
Number of pages10
JournalJournal of Environmental Psychology
Volume59
Early online date21 Aug 2018
DOIs
Publication statusPublished - Oct 2018

Fingerprint

Motivation
Persuasive Communication
Ego
Administrative Personnel
Research
Environmental Psychology

Keywords

  • Competition
  • Pro-selves
  • Pro-socials
  • Social Value Orientation
  • Sustainability

Cite this

@article{e3a7dd652dcc43a1802c80f727b8e58f,
title = "Green, greener, greenest: Can competition increase sustainable behavior?",
abstract = "Today's world is confronted with alarming environmental problems and it becomes increasingly important to enhance people's sustainable behavior. It is therefore key for companies and policy makers to motivate sustainable behavior among both those who are naturally concerned about the welfare of others and are already more likely to be environmentally conscious (“pro-socials”) and those who are generally less motivated to act sustainably, as they are more concerned with maximizing their own benefits or relative advantage over others (“pro-selves”). Contributing to research in persuasion and environmental psychology, the current work investigates a new strategy that could foster the motivation to behave sustainably across both segments of people: competition. Across four studies in the lab, online, and field we find that competition promotes sustainable behavior, as it corresponds with the underlying motivations of pro-selves and, when used as a mean to a sustainable end, it does not alienate pro-socials from continuing to behave sustainably.",
keywords = "Competition, Pro-selves, Pro-socials, Social Value Orientation, Sustainability",
author = "{van Horen}, Femke and {van der Wal}, Arianne and Amir Grinstein",
year = "2018",
month = "10",
doi = "10.1016/j.jenvp.2018.08.007",
language = "English",
volume = "59",
pages = "16--25",
journal = "Journal of Environmental Psychology",
issn = "0272-4944",
publisher = "Academic Press Inc.",

}

Green, greener, greenest : Can competition increase sustainable behavior? / van Horen, Femke; van der Wal, Arianne; Grinstein, Amir.

In: Journal of Environmental Psychology, Vol. 59, 10.2018, p. 16-25.

Research output: Contribution to JournalArticleAcademicpeer-review

TY - JOUR

T1 - Green, greener, greenest

T2 - Journal of Environmental Psychology

AU - van Horen, Femke

AU - van der Wal, Arianne

AU - Grinstein, Amir

PY - 2018/10

Y1 - 2018/10

N2 - Today's world is confronted with alarming environmental problems and it becomes increasingly important to enhance people's sustainable behavior. It is therefore key for companies and policy makers to motivate sustainable behavior among both those who are naturally concerned about the welfare of others and are already more likely to be environmentally conscious (“pro-socials”) and those who are generally less motivated to act sustainably, as they are more concerned with maximizing their own benefits or relative advantage over others (“pro-selves”). Contributing to research in persuasion and environmental psychology, the current work investigates a new strategy that could foster the motivation to behave sustainably across both segments of people: competition. Across four studies in the lab, online, and field we find that competition promotes sustainable behavior, as it corresponds with the underlying motivations of pro-selves and, when used as a mean to a sustainable end, it does not alienate pro-socials from continuing to behave sustainably.

AB - Today's world is confronted with alarming environmental problems and it becomes increasingly important to enhance people's sustainable behavior. It is therefore key for companies and policy makers to motivate sustainable behavior among both those who are naturally concerned about the welfare of others and are already more likely to be environmentally conscious (“pro-socials”) and those who are generally less motivated to act sustainably, as they are more concerned with maximizing their own benefits or relative advantage over others (“pro-selves”). Contributing to research in persuasion and environmental psychology, the current work investigates a new strategy that could foster the motivation to behave sustainably across both segments of people: competition. Across four studies in the lab, online, and field we find that competition promotes sustainable behavior, as it corresponds with the underlying motivations of pro-selves and, when used as a mean to a sustainable end, it does not alienate pro-socials from continuing to behave sustainably.

KW - Competition

KW - Pro-selves

KW - Pro-socials

KW - Social Value Orientation

KW - Sustainability

UR - http://www.scopus.com/inward/record.url?scp=85053133495&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=85053133495&partnerID=8YFLogxK

U2 - 10.1016/j.jenvp.2018.08.007

DO - 10.1016/j.jenvp.2018.08.007

M3 - Article

VL - 59

SP - 16

EP - 25

JO - Journal of Environmental Psychology

JF - Journal of Environmental Psychology

SN - 0272-4944

ER -