Communicating Limited Financial Resources Increases Perceived Trustworthiness and Interpersonal Connection
Consumers are frequently constrained with the amount of time and money they can give to others and to charity. How should consumers communicate these constraints to others? Communicating money constraints (vs. time) increases trust and interpersonal connection because money (and not time) is seen as outside of one’s personal control.
Grant E. Donnelly, Anne Wilson, Ashley V. Whillans, and Michael Norton (2018) ,"Communicating Limited Financial Resources Increases Perceived Trustworthiness and Interpersonal Connection", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 104-109.
Grant E. Donnelly, Harvard Business School, USA
Anne Wilson, Harvard Business School, USA
Ashley V. Whillans, Harvard Business School, USA
Michael Norton, Harvard Business School, USA
NA - Advances in Consumer Research Volume 46 | 2018
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