How Influential is the Auditor? Determinants of Sales Effectiveness in Energy Conservation Programs

Brown, M. A., Berry, L. G., White, D. L. & Trumble, D. (1988). How influential is the auditor? Determinants of sales effectiveness in energy conservation programs. Energy Systems and Policy, 12, 135-149.
This paper examines the determinants of auditor effectiveness in selling energy conservation to homeowners and reports the results of an analysis of the effectiveness of the energ…

Energy Conservation Behavior: The Difficult Path from Information to Action

Costanzo, M., Archer, D., Aronson, E., & Pettigrew, T. (1986). Energy conservation behavior: The difficult path from information to action. American Psychologist, 41, 5, 521-528.
Presents a social-psychological model of energy-use behavior that draws on behavioral and social research to explain influence processes and behavioral change related to energy co…

Assessing Communication Effects on Energy Conservation

Craig, C. S. & McCann, J. M. (1978). Assessing communication effects on energy conservation. Journal of Consumer Research, 5, 82-88.
This article presents the results of a field experiment on alternative ways of prompting energy conservation behavior. The source of the communication was found to influence the …

Communication and the Adoption of Energy Conservation Measures by the Elderly

Griffin, R. J. (1989). Communication and the adoption of energy conservation measures by the elderly. Journal of Environmental Education, 20, 4, 19-28.
Examined the relationship of communication to adoption of energy conservation behavior among homeowners in a community. 813 homeowners participating in the 5-yr study were divided…

Using Social Cognition and Persuasion to Promote Energy Conservation: A Quasi-Experiment

Gonzales, M. H., Aronson, E., & Costanzo, M. A. (1988). Using social cognition and persuasion to promote energy conservation: A quasi-experiment. Journal of Applied Social Psychology, 18, 12 (Pt 2), 1049-1066.
Examined whether the effectiveness of a residential conservation service home energy audit program could be improved by training auditors to use social-psychological principles du…

A Social-Psychological Analysis of Residential Electricity Consumption: The Impact of Minimal Justification Techniques

Katzev, R. D., & Johnson, T. R. (1983). A social-psychological analysis of residential electricity consumption: The impact of minimal justification techniques. Journal of Economic Psychology, 3, 3-4, 267-284.
Explored the impact of the foot-in-the-door technique on residential energy conservation. 66 homeowners were asked to curtail their consumption of electricity by 10%. In the foot-…

Folk Quantification of Energy

Kempton, W., & Montgomery, L. (1982). Folk quantification of energy. Energy, 7, 10, 817-827.
Consumers use simplified measurements as a basis for residential energy decisions. We analyze their measurements of monthly consumption, changes through time, comparison of appl…

Comparing the Effects of Monetary Incentives and Foot-in-the-Door Strategies in Promoting Residential Electricity Conservation

Katzev, R. D., & Johnson, T. R. (1984). Comparing the effects of monetary incentives and foot-in-the-door strategies in promoting residential electricity conservation. Journal of Applied Social Psychology, 14, 1, 12-27.
Investigated the relative effectiveness of incentive (monetary) and minimal justification (foot-in-the-door) techniques in promoting electrical energy conservation among 90 homeow…

Promoting Energy Conservation in University Dormitories by Physical, Policy and Resident Behavior Changes

McClelland, L. & Belsten, L. (1979). Promoting energy conservation in university dormitories by physical, policy and resident behavior changes. Journal of Environmental Systems, 9, 1, 29-38.
Two successive energy conservation programs were implemented in four University of Colorado dormitories. Program I included persuasive communications, information, feedback, and …

Effects of Television Modeling on Residential Energy Conservation

Winett, R. A., Leckliter, I. N., Chinn, D. E., Stahl, B., & Love, S. Q. (1985). Effects of television modeling on residential energy conservation. Journal of Applied Behavior Analysis, 18, 1, 33-44.
A combination of social marketing, communication, social learning (particularly modeling), and behavior analysis may provide an effective framework for behavior change via films a…

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