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
Shared Values, Trust, and Consumers’ Deference to Experts
Samuel Johnson, University of Bath, UK
Max Rodrigues, DePaul University, USA
David Tuckett, University College London
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Jia Gai, Erasmus University Rotterdam, The Netherlands
Anne-Kathrin Klesse, Erasmus University Rotterdam, The Netherlands
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