Giving to What We Want Instead of to What We Should

Cynthia Cryder, Washington University in St. Louis, USA
Simona Botti, London Business School, UK
Yvetta Simonyan, University of Birmingham, UK
Despite participants’ widespread conviction that neediness is the most important consideration when allocating resources, we observe significant preference in actual allocations for appealing, relative to needy, causes. A self-enhancement motive underlies the preference for appealing causes: when donation options are separated from the self, the preference for appealing options disappears
[ to cite ]:
Cynthia Cryder, Simona Botti, and Yvetta Simonyan (2013) ,"Giving to What We Want Instead of to What We Should", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research.