Increasing the Pain of Payment Increases Affiliation and Rapport in Collaborative But Not Competitive Relationships
Could treating someone to a meal using cash (versus ‘plastic’) increase interpersonal connection and rapport? Using both quasi-field and lab experiments, we show experiencing more pain of payment can increase interpersonal connection for spenders and recipients when they are in desirable/collaborative settings but decrease closeness and rapport in undesirable/competitive settings.
Citation:
Avni Shah, James R. Bettman, Tanya Chartrand, and Kathleen Vohs (2019) ,"Increasing the Pain of Payment Increases Affiliation and Rapport in Collaborative But Not Competitive Relationships", in NA - Advances in Consumer Research Volume 47, eds. Rajesh Bagchi, Lauren Block, and Leonard Lee, Duluth, MN : Association for Consumer Research, Pages: 265-269.
Authors
Avni Shah, University of Toronto, Canada
James R. Bettman, Duke University, USA
Tanya Chartrand, Duke University, USA
Kathleen Vohs, University of Minnesota, USA
Volume
NA - Advances in Consumer Research Volume 47 | 2019
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