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.
Citation:
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.
Authors
Xiaozhou (Zoe) Zhou, IE Business School, Spain
Dilney Gonçalves, IE Business School, IE University, Spain
Volume
NA - Advances in Consumer Research Volume 47 | 2019
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