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

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).


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.


Ellen Garbarino, University of Sydney, Australia
En Li, Central Queensland University, Australia


NA - Advances in Consumer Research Volume 40 | 2012

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