When people are high in motivation and ability to process an argument, they will be more influenced by injunctive norms.

Question

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Injunctive norms refer to what is perceived as socially desirable or undesirable behavior. When people are motivated and able to process an argument, they will be more likely to consider the opinions and expectations of others, including injunctive norms, and adjust their behavior accordingly.

When People Are High in Motivation and Ability to Process