The Selfish Side of Sharing: Effects of Need For Control on Advice Giving

Alessandro Peluso, University of Salento, Italy
Andrea Bonezzi, New York University, USA
Matteo De Angelis, LUISS University, Italy
Derek D. Rucker, Northwestern University, USA
Advice giving is typically considered an altruistic behavior driven by empathic concern for others. The present research examines the hypothesis that advice giving is not always driven by empathy. Three experiments find that consumers sometimes provide advice to fulfill a self-serving motive to restore a lost sense of personal control.
[ to cite ]:
Alessandro Peluso, Andrea Bonezzi, Matteo De Angelis, and Derek D. Rucker (2013) ,"The Selfish Side of Sharing: Effects of Need For Control on Advice Giving ", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research.