“I Deserve to Help!” Effects of Entitlement and Social Influence Appeals on Prosocial Motivations
Entitlement—a sense that one deserves more than others—typically reduces prosocial motivations. We further investigate this relationship by considering the interplay between entitlement and social influence appeals. We demonstrate that a consistency appeal reinforces the negative effect of entitlement on prosocial motivations, while a scarcity appeal fully attenuates it.
Citation:
Martine van der Heide, Bob Fennis, Koert van Ittersum, and Debra Trampe (2016) ,"“I Deserve to Help!” Effects of Entitlement and Social Influence Appeals on Prosocial Motivations", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 763-763.
Authors
Martine van der Heide, University of Groningen, The Netherlands
Bob Fennis, University of Groningen, The Netherlands
Koert van Ittersum, University of Groningen, The Netherlands
Debra Trampe, University of Groningen, The Netherlands
Volume
NA - Advances in Consumer Research Volume 44 | 2016
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