Warm Glow or Cold, Hard Cash? Social Identity Effects on Consumer Choice for Donation versus Discount Promotions

By K. Winterich, M. Barone. 2011

270 citations recorded by the source corpus.

Subfields: Information Systems and Management, Marketing

View Paper: https://www.semanticscholar.org/paper/0d4f14b69906f6ba75764aa3de5d4b317c41013a

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Citations in the corpus

Knowing What It Makes: How Product Transformation Salience Increases Recycling (2019, background): “Furthermore, we consider several other explanations, including ease of visualization of the recycling process (Zhao, Dahl, and Hoeffler 2014), warm glow from recycling (Winterich and Barone 2011), and perceived progress toward the goal of protecting the environment.”
I'm Moral, but I Won't Help You: The Distinct Roles of Empathy and Justice in Donations (2014, background): “Among the various factors that may impact charitable giving, such as identity congruency (Shang et al. 2008; Winterich and Barone 2011), agency-communion orientation (Winterich et al. 2009), and emotion (Small et al. 2007; Small and Verrochi 2009), research has found moral identity—the extent to…”
Tugging on Heartstrings: Shopping Orientation, Mindset, and Consumer Responses to Cause-Related Marketing (2014, background): “Consumers with an interdependent self-construal prefer CRM over price discounts (Winterich and Barone 2011).”
Moral identity centrality and cause-related marketing : the moderating effects of brand social responsibility image and emotional brand attachment (2016, background): “For example, Winterich and Barone (2011) observed that the act of choosing the cause-related marketing promotion as against discount-based promotion enhances the moral identity of participants with independent self-construals but not interdependent self-construals.”
Attention, emotions and cause-related marketing effectiveness (2015, unknown): “Consumers who buy hedonic products are predisposed to be generous because egoistic altruism acts as a “warm glow”, which minimises the guilt from individualistic pleasure associated with indulgent products (Andreoni, 1992; Winterich and Barone, 2011; Yeung and Wyer, 2004).”
Prosocial Behavior in Intergroup Relations: How Donor Self-Construal and Recipient Group-Membership Shape Generosity (2014, background): “On the face of it, it seems possible that independents would be more receptive to self-focused appeals (Cushman 1990; Gergen 1991; Winterich and Barone 2011), while interdependents would be more susceptible to other-focused communications (as long as these others are in-group members).”
Brand Management in the Era of Social Media: Social Visibility of Consumption and Customer Brand Identification (2018, background): “…and behaviors, such as assimilating to group preferences when making product choices (Chan, Berger, and Van Boven 2012), being more willing to help people they identify with (Winterich and Barone 2011), and adhering to group behavioral norms (Goldstein, Cialdini, and Griskevicius 2008).”