Prosocial behaviors can be autonomy-oriented, providing recipients with the means to succeed in f... more Prosocial behaviors can be autonomy-oriented, providing recipients with the means to succeed in fu- ture situations but not supplying an immediate solution, or they can be dependency-oriented, providing an immediate solution but not supplying tools for future success. Thus far, consumer research on prosocial behavior has devoted little attention to this distinction. Distinguishing between autonomy- and dependency-oriented prosocial behaviors is im- portant as we show that not all consumers are equally likely to engage in dependency-oriented prosocial behavior. Spe- cifically, we show that growth mindset consumers, who believe that personality is malleable, are less likely to engage in dependency-oriented prosocial behavior compared with fixed mindset consumers, who believe that personality is rel- atively stable over time. We further show that this relation is mediated by consumers’ autonomous-help orientation, their beliefs about the efficacy of autonomy-oriented help. We propose that more research about dependency- versus autonomy-oriented prosocial behavior is warranted and discuss future research opportunities.
Values are broad motivations that can serve as the basis for goals. We propose that values can be... more Values are broad motivations that can serve as the basis for goals. We propose that values can be used to understand the motivational basis of amity goal orientation, a prosocial goal orientation within achievement situations. We offer theory and empirical evidence relating personal values to amity goal orientation and other achievement goal orientations. Specifically, the results of three studies and a mini meta-analysis suggest that the prosocial value of benevolence is positively related to amity goal orientation and can be interpreted as the motivational basis of amity goal orientation. Furthermore, power values are positively related to performance-approach goal orientation; selfdirection values are positively related to mastery goal orientation, and security values are positively related to performance-avoidance goal orientation. These findings can explain the pattern of correlations previously found among achievement goal orientations, and open up the potential for new research on amity goal orientation as well as other value-based achievement goal orientations.
No one likes feeling empty. When people feel empty they seek replenishment, which usually takes t... more No one likes feeling empty. When people feel empty they seek replenishment, which usually takes the form of increased self-focused behaviors that provide value to the self and decreased other-focused behaviors that provide value to others. This research demonstrates how exposure to the concept of emptiness by simply performing or observing acts of emptying (vs. filling or control) of a glass vase, coat pockets, a glass jar, or a duffle bag triggers the cognitive metaphor of resource deficiency. The resource deficiency metaphor in turn leads people to engage in self-focused behaviors such as eating candy or planning a dream vacation and to disengage from other-focused behaviors such as donating to charities or helping others.
No one likes feeling empty. When people feel empty they seek replenishment, which usually takes t... more No one likes feeling empty. When people feel empty they seek replenishment, which usually takes the form of increased self-focused behaviors that provide value to the self and decreased other-focused behaviors that provide value to others. This research demonstrates how exposure to the concept of emptiness by simply performing or observing acts of emptying (vs. filling or control) of a glass vase, coat pockets, a glass jar, or a duffle bag triggers the cognitive metaphor of resource deficiency. The resource deficiency metaphor in turn leads people to engage in self-focused behaviors such as eating candy or planning a dream vacation and to disengage from other-focused behaviors such as donating to charities or helping others.
► An incremental theory mutes the impact of attributions on attitudes and preferences. ► Exposure... more ► An incremental theory mutes the impact of attributions on attitudes and preferences. ► Exposure to situational attributions has positive effects for entity theorists. ► An attribution have a different meaning and impact depending on implicit theories. ► Blocking dispositional attributions toward a long-time adversary is possible.
Past research has shown repeatedly that people prefer donating to a single identified human victi... more Past research has shown repeatedly that people prefer donating to a single identified human victim rather than to unidentified or abstract donation targets. In the current research we show results countering the identifiable victim effect, wherein people prefer to donate to charitable organizations rather than to an identifiable victim. In a series of five studies, we manipulate temporal and social distance, examine a variety of donation targets, and measure intention to donate time or money as well as actual donations of money. We show that people are more willing to donate to a charitable organization when they are temporally or socially distant from the population in need. Willingness to donate to a specific person in need is higher when donors are temporally or socially close to the donation target. Furthermore, we demonstrate that (a) empathy mediates donations to a single victim, yet does not mediate donations to charitable organizations; (b) that donation giving to charitable organizations is unique and is not similar to donations to a group of victims. Theoretical and practical implications are discussed. Crown
Prosocial behaviors can be autonomy-oriented, providing recipients with the means to succeed in f... more Prosocial behaviors can be autonomy-oriented, providing recipients with the means to succeed in fu- ture situations but not supplying an immediate solution, or they can be dependency-oriented, providing an immediate solution but not supplying tools for future success. Thus far, consumer research on prosocial behavior has devoted little attention to this distinction. Distinguishing between autonomy- and dependency-oriented prosocial behaviors is im- portant as we show that not all consumers are equally likely to engage in dependency-oriented prosocial behavior. Spe- cifically, we show that growth mindset consumers, who believe that personality is malleable, are less likely to engage in dependency-oriented prosocial behavior compared with fixed mindset consumers, who believe that personality is rel- atively stable over time. We further show that this relation is mediated by consumers’ autonomous-help orientation, their beliefs about the efficacy of autonomy-oriented help. We propose that more research about dependency- versus autonomy-oriented prosocial behavior is warranted and discuss future research opportunities.
Values are broad motivations that can serve as the basis for goals. We propose that values can be... more Values are broad motivations that can serve as the basis for goals. We propose that values can be used to understand the motivational basis of amity goal orientation, a prosocial goal orientation within achievement situations. We offer theory and empirical evidence relating personal values to amity goal orientation and other achievement goal orientations. Specifically, the results of three studies and a mini meta-analysis suggest that the prosocial value of benevolence is positively related to amity goal orientation and can be interpreted as the motivational basis of amity goal orientation. Furthermore, power values are positively related to performance-approach goal orientation; selfdirection values are positively related to mastery goal orientation, and security values are positively related to performance-avoidance goal orientation. These findings can explain the pattern of correlations previously found among achievement goal orientations, and open up the potential for new research on amity goal orientation as well as other value-based achievement goal orientations.
No one likes feeling empty. When people feel empty they seek replenishment, which usually takes t... more No one likes feeling empty. When people feel empty they seek replenishment, which usually takes the form of increased self-focused behaviors that provide value to the self and decreased other-focused behaviors that provide value to others. This research demonstrates how exposure to the concept of emptiness by simply performing or observing acts of emptying (vs. filling or control) of a glass vase, coat pockets, a glass jar, or a duffle bag triggers the cognitive metaphor of resource deficiency. The resource deficiency metaphor in turn leads people to engage in self-focused behaviors such as eating candy or planning a dream vacation and to disengage from other-focused behaviors such as donating to charities or helping others.
No one likes feeling empty. When people feel empty they seek replenishment, which usually takes t... more No one likes feeling empty. When people feel empty they seek replenishment, which usually takes the form of increased self-focused behaviors that provide value to the self and decreased other-focused behaviors that provide value to others. This research demonstrates how exposure to the concept of emptiness by simply performing or observing acts of emptying (vs. filling or control) of a glass vase, coat pockets, a glass jar, or a duffle bag triggers the cognitive metaphor of resource deficiency. The resource deficiency metaphor in turn leads people to engage in self-focused behaviors such as eating candy or planning a dream vacation and to disengage from other-focused behaviors such as donating to charities or helping others.
► An incremental theory mutes the impact of attributions on attitudes and preferences. ► Exposure... more ► An incremental theory mutes the impact of attributions on attitudes and preferences. ► Exposure to situational attributions has positive effects for entity theorists. ► An attribution have a different meaning and impact depending on implicit theories. ► Blocking dispositional attributions toward a long-time adversary is possible.
Past research has shown repeatedly that people prefer donating to a single identified human victi... more Past research has shown repeatedly that people prefer donating to a single identified human victim rather than to unidentified or abstract donation targets. In the current research we show results countering the identifiable victim effect, wherein people prefer to donate to charitable organizations rather than to an identifiable victim. In a series of five studies, we manipulate temporal and social distance, examine a variety of donation targets, and measure intention to donate time or money as well as actual donations of money. We show that people are more willing to donate to a charitable organization when they are temporally or socially distant from the population in need. Willingness to donate to a specific person in need is higher when donors are temporally or socially close to the donation target. Furthermore, we demonstrate that (a) empathy mediates donations to a single victim, yet does not mediate donations to charitable organizations; (b) that donation giving to charitable organizations is unique and is not similar to donations to a group of victims. Theoretical and practical implications are discussed. Crown
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