Thanks For Nothing: Expressing Gratitude Invites Exploitation By Competitors

Previous research has revealed that gratitude motivates prosocial decisions. However, expressing gratitude in economic exchanges may operate differently. Across four studies, we find that expressing gratitude invites selfish behavior by competitors compared to expressing neutral emotion, because competitors infer grateful counterparts to be particularly forgiving.


Kelly Kiyeon Lee, Jeremy A. Yip, Cindy Chan, and Alison Wood Brooks (2018) ,"Thanks For Nothing: Expressing Gratitude Invites Exploitation By Competitors", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 677-678.


Kelly Kiyeon Lee, Georgetown University, USA
Jeremy A. Yip, Georgetown University, USA
Cindy Chan, University of Toronto, Canada
Alison Wood Brooks, Harvard Business School, USA


NA - Advances in Consumer Research Volume 46 | 2018

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