Access the full text.
Sign up today, get DeepDyve free for 14 days.
Loading next page...
/lp/springer-journal/why-money-meanings-matter-in-decisions-to-donate-time-and-money-BjyJosUK7W
References (32)
-
Promothesh Chatterjee, R. Rose (2012)
Do Payment Mechanisms Change the Way Consumers Perceive ProductsJournal of Consumer Research, 38
-
Norma Mendoza, John Pracejus (1997)
Buy Now, Pay Later: Does a Future Temporal Orientation Affect Credit Overuse?ACR North American Advances
-
James Weyant, Stephen Smith (1987)
Getting More by Asking for Less: The Effects of Request Size on Donations of Charity1Journal of Applied Social Psychology, 17
-
PSYCHOLOGICAL SCIENCE Research Article The Symbolic Power of Money Reminders of Money Alter Social Distress and Physical Pain -
X Zhou, KD Vohs, RF Baumeister (2009)
The symbolic power of moneyPsychology Science, 20
-
Kristopher Preacher, A. Hayes (2008)
Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator modelsBehavior Research Methods, 40
-
Paul Bloom, W. Novelli (1981)
Problems and Challenges in Social MarketingJournal of Marketing, 45
-
CURRENT DIRECTIONS IN PSYCHOLOGICAL SCIENCE Merely Activating the Concept of Money Changes Personal and Interpersonal Behavior -
R. Aunel, M. Basil (1994)
A Relational Obligations Approach to the Foot‐In‐The‐Mouth EffectJournal of Applied Social Psychology, 24
-
Manoj. Thomas, K. Desai, S. Seenivasan (2010)
How Credit Card Payments Increase Unhealthy Food Purchases: Visceral Regulation of VicesCognitive Social Science eJournal
-
R. Belk, Melanie Wallendorf (1990)
The sacred meanings of moneyJournal of Economic Psychology, 11
-
D. Prelec, D. Simester (2001)
Always Leave Home Without It: A Further Investigation of the Credit-Card Effect on Willingness to PayMarketing Letters, 12
-
J. Bargh, T. Chartrand (2000)
The mind in the middle: A practical guide to priming and automaticity research. -
Xinshu Zhao, John Lynch, Qimei Chen (2010)
Reconsidering Baron and Kenny: Myths and Truths about Mediation AnalysisJournal of Consumer Research, 37
-
F. Mcsweeney, Calvin Bierley (1984)
Recent Developments in Classical ConditioningJournal of Consumer Research, 11
-
R. Feinberg (1986)
Credit Cards as Spending Facilitating Stimuli A Conditioning InterpretationJournal of Consumer Research, 13
-
D. Prelec, G. Loewenstein (1998)
The Red and the Black: Mental Accounting of Savings and DebtMarketing Science, 17
-
Peter Reingen (1978)
On Inducing Compliance With RequestsJournal of Consumer Research, 5
-
Deborah Small, G. Loewenstein (2003)
Helping a Victim or Helping the Victim: Altruism and IdentifiabilityJournal of Risk and Uncertainty, 26
-
Wendy Liu, Jennifer Aaker (2008)
The Happiness of Giving: The Time-Ask EffectBehavioral Marketing
-
Terence Shimp, Margaret Moody (2000)
In Search of a Theoretical Explanation for the Credit Card EffectJournal of Business Research, 48
-
KD Vohs, NL Mead, MR Goode (2008)
Merely activating the concept of money changes personal and interpersonal behaviorCurrent Directions Psychology Science, 17
-
P. Steiner (1997)
The Social Meaning of Money: Pin Money, Paychecks, Poor Relief, and Other Currencies - -
R. Cialdini, Karen Ascani (1976)
Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood.The Journal of applied psychology, 61 3
-
JA Bargh, TL Chartrand (2000)
Handbook of research methods in social and personality psychology -
K. Vohs, N. Mead, Miranda Goode (2006)
The Psychological Consequences of MoneyScience, 314
-
Elizabeth Dunn, L. Aknin, M. Norton (2008)
Spending Money on Others Promotes HappinessScience, 319
-
B. Briers, M. Pandelaere, S. Dewitte, L. Warlop (2006)
Hungry for MoneyPsychological Science, 17
-
D. Soman (2001)
Effects of Payment Mechanism on Spending Behavior: The Role of Rehearsal and Immediacy of PaymentsJournal of Consumer Research, 27
-
M Thomas, K Desai, S Seenivasan (2011)
How credit card payments increase unhealthy food purchases: Visceral regulation of vicesJournal of Consumer Research, 38
-
W Liu, J Aaker (2008)
The happiness of giving: The time-ask effectJournal of Consumer Research, 35
-
NA Mendoza, JW Pracejus (1997)
Buy now, pay later: Does a future temporal orientation affect credit overuse?Advances in Consumer Research, 24
- Publisher
- Springer Journals
- Copyright
- Copyright © 2012 by Springer Science+Business Media New York
- Subject
- Business and Management; Marketing
- ISSN
- 0923-0645
- eISSN
- 1573-059X
- DOI
- 10.1007/s11002-012-9215-0
- Publisher site
- See Article on Publisher Site
Abstract
Most charitable organizations cannot accomplish their missions without asking for money. This is paradoxical because recent research suggests that mentioning money primes a self-sufficient mindset, thus undermining the very behaviors these organizations desire to elicit. We offer an important qualification to this problematic effect. We find that priming cash concepts reduces willingness to help others, while activating credit card concepts reverses these effects. To explain our findings, in three studies we show that priming cash concepts makes costs associated with donating time or money more salient in the decision context, thereby reducing willingness to give help and to receive it. However, priming credit card concepts makes the benefits of donation more salient.
Journal
Marketing Letters – Springer Journals
Published: Nov 11, 2012