Do Open Hands (Always) Open Wallets: the Influence of Gestures on Generosity

Ellen Garbarino, University of Sydney, Australia
En Li, Central Queensland University, Australia
We examine how generosity can be embodied in subtle hand gestures. We demonstrate that holding “open-hand” (vs. “tight-fist”) gestures increases consumers’ generosity and that this embodied generosity effect is moderated by consumers’ idiom knowledge (study 1), gesture timing (study 2), and self-monitoring (study 2).
[ to cite ]:
Ellen Garbarino and En Li (2012) ,"Do Open Hands (Always) Open Wallets: the Influence of Gestures on Generosity", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 642-643.