Two's Company, Three's a Crowd: Givers' Oversensitivity to Other Givers' Gifts

Julian Givi, Carnegie Mellon University, USA
Jeff Galak, Carnegie Mellon University, USA
Christopher Olivola, Carnegie Mellon University, USA
This research demonstrates that givers believe a recipient will like their (i.e., the giver’s) gift more when it compares favorably (vs. unfavorably) to other givers’ gifts, but a recipient’s actual liking of a gift does not fluctuate in this manner. Downstream consequences of this miscalculation are also investigated.
[ to cite ]:
Julian Givi, Jeff Galak, and Christopher Olivola (2017) ,"Two's Company, Three's a Crowd: Givers' Oversensitivity to Other Givers' Gifts", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 217-221.