How Thinking About Donation Decreases Sellers’ Subsequent Willingness-To-Accept
Sellers often demand too much to sell a product. Our research shows that a simple intervention, namely asking sellers to consider donating an object, decreases their subsequent willingness-to-accept for said object. This is most effective for sellers who have high (versus low) attachment to the possessions they are selling.
Xiaozhou (Zoe) Zhou and Dilney Gonçalves (2019) ,"How Thinking About Donation Decreases Sellers’ Subsequent Willingness-To-Accept", in NA - Advances in Consumer Research Volume 47, eds. Rajesh Bagchi, Lauren Block, and Leonard Lee, Duluth, MN : Association for Consumer Research, Pages: 943-944.
Xiaozhou (Zoe) Zhou, IE Business School, Spain
Dilney Gonçalves, IE Business School, IE University, Spain
NA - Advances in Consumer Research Volume 47 | 2019
How Eyes Pull on the Heartstrings: Averted Eye Gaze Enhances Narrative Transportation and Self-Brand Connection
Ngoc To, University of Houston, USA
Vanessa Patrick, University of Houston, USA
When Disadvantage Is an Advantage: Benevolent Partiality in Consumer Donations
Gabriele Paolacci, Erasmus University Rotterdam, The Netherlands
Gizem Yalcin, Erasmus University Rotterdam, The Netherlands
Losing Fast or Slow? Preferences for Uncertainty Resolution
Kurt P. Munz, New York University, USA
Alixandra Barasch, New York University, USA