On Being the “Tipping Point”: Threshold Incentives Motivate Behavior

In a series of social movements, we document that being the “tipping” person whose contributions (e.g., charitable giving, blood donations) at the critical moment creates a turning point is very motivating. We show that social motivation exceeds financial rewards and is driven by a sense of responsibility toward fellow participants.



Citation:

Lalin Anik and Michael Norton (2015) ,"On Being the “Tipping Point”: Threshold Incentives Motivate Behavior", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl , Carolyn Yoon, and , Duluth, MN : Association for Consumer Research, Pages: 85-89.

Authors

Lalin Anik , Duke University, USA
Michael Norton, Harvard Business School, USA



Volume

NA - Advances in Consumer Research Volume 43 | 2015



Share Proceeding

Featured papers

See More

Featured

Making Sense of Spontaneity: In-The-Moment Decisions Promote More Meaningful Experiences

Jacqueline R. Rifkin, Duke University, USA
Keisha Cutright, Duke University, USA

Read More

Featured

K12. Use language to change people’s mind: The persuasive power of online marketing communications

Xun He, Katholieke University Leuven, Belgium
Barbara Briers, Vlerick Business School
Luk Warlop, Norwegian School of Management, Norway

Read More

Featured

M6. Approaching Negative Experience

Liang Shen, Shanghai Jiao Tong University
Fengyan Cai, Shanghai Jiao Tong University
Ying Yu, Huazhong Agricultural University

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.