Paying to Be Nice: Consistency and Costly Prosocial Behavior

By Ayelet Gneezy, Alex Imas, Amber Brown, Leif D. Nelson, Michael I. Norton. Management Sciences, 2011

323 citations recorded by the source corpus.

Subfields: General Decision Sciences, Safety Research, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/f23025729b7a2882a7bcf6f77ceb362c8ad4cbe2

Citations in the corpus

• Why Do Investors Hold Socially Responsible Mutual Funds?: Why Do Investors Hold Socially Responsible Mutual Funds? (2017, unknown): “This design mitigates the potential problem that socially responsible investors want to behave consistently prosocially in the experiment (for evidence on consistency, see Gneezy et al. (2012)) and minimizes experimenter demand effects.”
• Like ripples on a pond: behavioral spillovers and their implications for research and policy (2015, unknown): “On (i), Gneezy, Imas et al. (2012) explicitly investigate the role of different costs of behavior 1 on the type of spillover.”
• The Nature of Slacktivism: How the Social Observability of an Initial Act of Token Support Affects Subsequent Prosocial Action (2014, unknown): “We also add to economic models of prosocial-behavior literature by qualifying previous findings and conclusions regarding consumer repercussions of engaging in costless prosocial support (Bénabou and Tirole 2004; Gneezy et al. 2011).”
• Does “Liking” Lead to Loving? The Impact of Joining a Brand's Social Network on Marketing Outcomes (2017, unknown): “Previous theorizing and research suggest that initial behavior is more likely to lead to subsequent consistent behavior when that initial behavior is costly to the actor (Benabou and Tirole 2006; Gneezy et al. 2012).”
• The adoption of sustainable innovations: Driven by symbolic and environmental motives (2014, unknown): “While these instrumental drawbacks may on the one hand inhibit adoption of sustainable innovations, such drawbacks could ironically at the same time stimulate adoption by making the symbolic attributes more impactful (Belk, 1981; Gneezy et al., 2012).”
• The climate mitigation gap: education and government recommendations miss the most effective individual actions (2018, unknown): “Early results also indicate that high-commitment, pro-social behaviours are more likely to cause further positive spillover (Gneezy et al 2012), which supports an emphasis on high-impact actions as a way to change overall norms.”
• A Review and Framework for Thinking about the Drivers of Prosocial Consumer Behavior (2020, unknown): “…such as charitable giving, if the prosocial action feels connected to the self, by being reflective of one’s own values (Kristofferson et al. 2014) or by feeling costly (and therefore linked to identity; Gneezy et al. 2012), consumers will be more likely to repeat their positive donation behavior.”
• “Green to be seen” and “brown to keep down”: Visibility moderates the effect of identity on pro-environmental behavior (2017, unknown): “A second two-way interaction emerged for identity difficulty, b ¼ -0.05, SE ¼ 0.01, z(323) ¼ 4.07, p < 0.001, showing that the gap between environmentalist and antienvironmentalist behavior was broader for easy than for difficult behaviors, consistent with Gneezy et al. (2011).”
• Commitment and Behavior Change: Evidence from the Field (2013, unknown): “In contrast, when the initial prosocial behavior is costless, individuals are subsequently more likely to behave selfishly, a phenomenon referred to as moral licensing (Gneezy et al. 2012).”
• Spillover effects in environmental behaviors, across time and context: a review and research agenda (2017, unknown): “Based on the reviewed literature, we suggest that cognitively based intervention techniques, targeting for example self-perception, seems to provide a more clear and stable road to positive spillover (Cornelissen et al. 2008; Gneezy et al. 2012; van der Werff, Steg, and Keizer 2014).”