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Paying to be nice / Ayelet Gneezy in Management science, Vol. 58 N° 1 (Janvier 2012) 

Public ISBD [article]  in Management science > Vol. 58 N° 1 (Janvier 2012) . - pp. 179-187 Titre : Paying to be nice : Consistency and costly prosocial behavior Type de document : texte imprimé Auteurs : Ayelet Gneezy, Auteur ; Alex Imas, Auteur ; Amber Brown, Auteur Année de publication : 2012 Article en page(s) : pp. 179-187 Note générale : Management Langues : Anglais (eng) Mots-clés : Charitable  giving  Moral  consistency  Licensing  Field  experiment Résumé : Building on previous research in economics and psychology, we propose that the costliness of initial prosocial behavior positively influences whether that behavior leads to consistent future behaviors. We suggest that costly prosocial behaviors serve as a signal of prosocial identity and that people subsequently behave in line with that self-perception. In contrast, costless prosocial acts do not signal much about one's prosocial identity, so subsequent behavior is less likely to be consistent and may even show the reductions in prosocial behavior associated with licensing. The results of a laboratory experiment and a large field experiment converge to support our account. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/1/179.abstract [article] Paying to be nice : Consistency and costly prosocial behavior [texte imprimé] / Ayelet Gneezy, Auteur ; Alex Imas, Auteur ; Amber Brown, Auteur . - 2012 . - pp. 179-187. Management Langues : Anglais (eng) in Management science > Vol. 58 N° 1 (Janvier 2012) . - pp. 179-187 Mots-clés : Charitable  giving  Moral  consistency  Licensing  Field  experiment Résumé : Building on previous research in economics and psychology, we propose that the costliness of initial prosocial behavior positively influences whether that behavior leads to consistent future behaviors. We suggest that costly prosocial behaviors serve as a signal of prosocial identity and that people subsequently behave in line with that self-perception. In contrast, costless prosocial acts do not signal much about one's prosocial identity, so subsequent behavior is less likely to be consistent and may even show the reductions in prosocial behavior associated with licensing. The results of a laboratory experiment and a large field experiment converge to support our account. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/1/179.abstract