Monetary Cues Alter Interpersonal Harmony Because They Activate an Exchange-Orientation

Nicole L. Mead, Erasmus University Rotterdam, The Netherlands
Eugene M. Caruso, University of Chicago, USA
Kathleen Vohs, University of Minnesota, USA
Roy F. Baumeister, Florida State University, USA
Three experiments tested the hypothesis that money can strain interpersonal harmony because it leads people to misapply money-market norms to communal relationships. Reminders of money (vs. neutral concepts) caused participants to institute exchange (vs. communal) relationships; heightened exchange orientation accounted for the link between money reminders and hampered interpersonal harmony.
[ to cite ]:
Nicole L. Mead, Eugene M. Caruso, Kathleen Vohs, and Roy F. Baumeister (2013) ,"Monetary Cues Alter Interpersonal Harmony Because They Activate an Exchange-Orientation", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research.