“You” and “I” in a foreign land: The persuasive force of generic-you

Norms help people navigate their social lives, dictating what behaviors are typical, expected, or valued in a given context. Here we suggest that a subtle linguistic cue—the generic usage of the word “you” (i.e., “you” that refers to people in general rather than to one or more specific individuals) carries persuasive force, influencing how people discern unfamiliar norms. Across five experiments (N = 800), people endorsed unfamiliar behaviors...