Conference Presentations by Danit Ein-Gar
ACR-Advances in Consumer Research, 2018
This research shows that activating community perception in donation-based crowdfunding campaigns... more This research shows that activating community perception in donation-based crowdfunding campaigns increases donation giving. The effect is mediated by prospective donors' sense of connectedness to other donors. The effect is stronger when prospective donors experience fear of social exclusion and is attenuated when they feel socially secure.
SCP Annual Winter Conference proceedings, 2018
Despite the widespread convention that a community of supporters is important to the success of c... more Despite the widespread convention that a community of supporters is important to the success of crowdfunding campaigns, a closer look at donation-based crowdfunding platforms and campaigns, suggests they have not fully incorporated this idea into action arguably because of the difficulty of creating and fostering such communities. In a set of 5 studies, this research shows the financial impact of activating the perception of a community in donation-based crowdfunding campaigns. Furthermore, it demonstrates how subtle cues within the campaign's webpage can activate this perception and how feeling connected to other donors mediates the effect of community perception on donation-giving.
ACR Advances in Consumer Research, 2008
This paper presents a theoretical model of self-control as a dynamic process. In situations deman... more This paper presents a theoretical model of self-control as a dynamic process. In situations demanding self-control, the individual experiences one of two types of temptations: Impulsiveness or procrastination, followed by an inner struggle between yielding to and overcoming the temptation. When the individual activates personal resources to overcome temptations, the process of self-control takes place. Individuals vary in their abilities to overcome temptations; some overcome them immediately, while others need to call upon what we define as intrinsic and extrinsic control mechanisms. We suggest that intrinsic control mechanisms are self-actions and thoughts that individuals employ when they need to exert control, whereas extrinsic control mechanisms are actions that address others and seek their help in overcoming the temptation. We present and test the theory with a context-free self-control measure in four studies.
ACR, Advances in Consumer Research, 2010
This research shows that defining the self in terms of the future (i.e. becoming mindset) increas... more This research shows that defining the self in terms of the future (i.e. becoming mindset) increases prudent choices and preferences whereas defining the self in terms of the here and now (i.e. being mindset) increases indulgent choices and preferences. First, the relation between self-definitions and construal is demonstrated (Study 1). Then, Studies 2 and 3, examine the effects of self-definition on spending preferences and gift-receiving preferences. Studies 4 and 5, examine actual choice in laboratory and field settings. Finally, Study 6 demonstrates that when there is a fit between consumer self-definitions and product's framing, the overall evaluation of the product increases.
Papers by Danit Ein-Gar
International Journal of Research in Marketing
Group Processes & Intergroup Relations
This research examines gender-based helping behavior from a social dominance perspective. We focu... more This research examines gender-based helping behavior from a social dominance perspective. We focused on the interplay between the gender of a prospective donor and the gender of the recipient in shaping donation decisions in contexts that either empower recipients or not. In two studies ( N = 866), male (but not female) donors chose to donate less often (Study 2) and to give lower amounts (Studies 1–2) to women in need than to men when donations were made in a potentially empowering context – a business context (e.g., donating to a person whose shop burned down), than in a nonempowering context – a domestic context (e.g., donating to a person whose house burned down). Lack of empathy for the female recipient among men partially mediated this gender–donation bias effect (Study 2). These findings suggest that men are less likely to help women in situations that empower women and challenge the existing gender hierarchy.
Frontiers in Psychology
Many donation-raising platforms request that first-time donors choose the charitable causes they ... more Many donation-raising platforms request that first-time donors choose the charitable causes they most care about so that future campaign recommendations can best match donors’ charitable preferences. While matching charitable campaigns to donors’ reported preferences has its benefits, little is known about other effects that choosing charitable causes may evoke. We focus on how choosing charitable causes influences charitable behavior. We find two effects of the number of charitable causes donors choose on their subsequent charitable behavior. In studies 1 and 2, we show that a reference number of the maximum charitable causes donors can choose has a negative effect on charitable behavior. A small (versus large) reference number yields a greater likelihood to donate and a higher donation amount. This effect is aligned with the proportion dominance rationalization. In studies 3 and 4, we show that the number of charitable causes donors voluntarily choose as important to them is posit...
ACR North American Advances, 2020
Supplemental Material, 850504_supplement for The "Commitment Projection" Effect: When M... more Supplemental Material, 850504_supplement for The "Commitment Projection" Effect: When Multiple Payments for a Product Affect Defection from a Service by Irit Nitzan and Danit Ein-Gar in Journal of Marketing Research
Journal of Marketing Research, 2019
Many service providers offer supplementary products related to their ongoing services (e.g., fitn... more Many service providers offer supplementary products related to their ongoing services (e.g., fitness centers offer fitness smartwatches). In seven studies, the authors show that the payment method for such supplementary products (multiple payments vs. a single lump sum) affects customers’ tendency to defect from the provider’s core service over time. Specifically, when customers pay for add-ons in multiple payments—provided that (1) they perceive the add-on as being bundled with the core service and (2) the payment period has an end point—they are initially less likely to defect from the service provider than when they pay in a single payment. Over time, however, as payments are made, this gap closes, such that defection intentions under the two payment methods eventually become similar. The authors propose that this phenomenon reflects “commitment projection,” wherein a decrease in customers’ commitment to the add-on product over time is projected onto their commitment to the servi...
Journal of Consumer Research, 2012
Journal of Consumer Psychology, 2011
This research examines the joint effect of dispositional self-control and situational involvement... more This research examines the joint effect of dispositional self-control and situational involvement on performance in two successive resourcedemanding tasks. We demonstrate that being highly involved and having high self-control facilitates high performance in the first task but, contrary to intuition, may jeopardize performance in a second, unexpected task. We term this the "sprinter effect" and demonstrate it in both lab and field settings. We further explore how a "marathon" mindset can debias this effect.
Journal of Consumer Psychology, 2013
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.
management.tau.ac.il
... Camille S. Johnson is an assistant professor at the College of Business, San Jose State Unive... more ... Camille S. Johnson is an assistant professor at the College of Business, San Jose State University, One Washington Square, San Jose, CA, 95192-0070 (camille.johnson@ sjsu.edu). Correspondence: Danit Ein-Gar or Camille Johnson. ...
Journal of Consumer Psychology, 2015
Individuals acknowledge the importance of engaging in virtuous behaviors, but find them difficult... more Individuals acknowledge the importance of engaging in virtuous behaviors, but find them difficult. Past research suggests that a distant-future focus may result in more commitment. This research demonstrates that, for certain consumers, distant-future execution timing may discourage commitment. Specifically, whereas low self-control consumers are indeed more likely to commit to distant-future behaviors, high self-control consumers are more likely to commit to near-future behaviors. This is demonstrated when commitment does not hold a cost (study 1), but also when it does (study 2). Consumers' time availability certainty underlies the effect: Low self-control consumers feel more certain that in the distant future they will be able to identify the time necessary to fulfill their commitments, whereas high self-control consumers feel more certain regarding their ability to identify their available time in the near future (studies 3a-3b). The effect is shown to occur only when the commitment's time of execution reflects different levels of time concreteness: The effect is eliminated among consumers who perceive the near and distant future as equally concrete or abstract (study 4).
Journal of Personality Assessment, 2014
We present the Dispositional Self-Control (DSC) scale, which reflects individuals' tendency to ov... more We present the Dispositional Self-Control (DSC) scale, which reflects individuals' tendency to override two types of temptations, termed "doing wrong" and "not doing right". We report a series of five studies designed to test the reliability and validity of the scale. As hypothesized, high DSC predicts distant future orientation and low DSC predicts deviant behaviors such as aggression, alcohol misuse, and aberrant driving. DSC also predicts task performance among resource-depleted participants. Taken together, these findings suggest that the DSC scale may be a useful tool towards further understanding the role of personality in overcoming self-control challenges. We are all frequently faced with situations in which we must exercise self-control, whether deciding not to eat an extra piece of cake or working over the weekend instead of going out with friends. Self-control has been recognized as a prominent component of well-adjusted behavior and a contributing factor towards the attainment of long-term goals. Therefore, it is not surprising that self-control has been the focus of research in many fields. Despite the vast literature on self-control, there is a lack of well-validated measures of dispositional self-control (Maloney, Grawitch, & Barber, 2012). This paper presents and tests a theory-driven measure-the Dispositional Self-Control (DSC) scale. The DSC scale builds on the premise that self-control overrides two temptations that capture the basic human motivations of approaching pleasure and avoiding pain (Higgins, 1997). We term these temptations "doing wrong" (DW) and "not doing right" (NDR). We suggest that when individuals are faced with a temptation they might yield to the temptation either because of the motivation to approach pleasure, or because of the motivation to avoid pain. Overriding these temptations is manifested as self-control. We begin by discussing our theoretical framework for conceptualizing the selfcontrol scale. We then describe the process of constructing the scale. Finally, we present a set of studies that serve to validate the scale as a measure of self-control. Self-Control as Overriding "Doing Wrong" or "Not Doing Right" Researchers vary in their conceptualizations of self-control, defining it as the ability to
Journal of Personality, 2013
Individuals process information and make decisions in different ways. Some plan carefully and ana... more Individuals process information and make decisions in different ways. Some plan carefully and analyze information systematically, whereas others follow their instincts and do what "feels right." We aimed to deepen our understanding of the meaning of the intuitive versus systematic cognitive styles. Study 1 (N = 130, 39% female, Mage = 24) compared cognitive styles of arts, accounting, and mathematics students. Cognitive styles were associated with values (Study 2:
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Conference Presentations by Danit Ein-Gar
Papers by Danit Ein-Gar