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AFTER CERTAINTY

Person

Carl A. Kallgren

Social psychologists studying focus theory of normative conduct and situational influence on behavior.

Why this matters

Cialdini's influence research explains compliance without conviction—when norms steer without reflection.

Focus in observatory

Works

article

A Focus Theory of Normative Conduct

Cialdini, Robert B., Raymond R. Reno, and Carl A. Kallgren. "A Focus Theory of Normative Conduct." *Journal of Personality and Social Psychology* 58, no. 6 (1990): 1015–1026.

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Book

When Others Look to You: Companion Edition

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