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.
Citation:
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.
Authors
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
Volume
NA - Advances in Consumer Research Volume 46 | 2018
Share Proceeding
Featured papers
See MoreFeatured
Ineffective Altruism: Giving Less When Donations Do More
Joshua Lewis, University of Pennsylvania, USA
Deborah Small, University of Pennsylvania, USA
Featured
Psychological Reactions to Human Versus Robotic Job Replacement
Armin Granulo, Technical University of Munich
Christopher Fuchs, Technical University of Munich
Stefano Puntoni, Erasmus University Rotterdam, The Netherlands
Featured
The Role of Expectations About Changes in Wealth in Discounting Decisions
Abigail Sussman, University of Chicago, USA
Oleg Urminsky, University of Chicago, USA
Shweta Desiraju, University of Chicago, USA