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Thinking, feeling, and giving: The effects of scope and valuation on consumer donations

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  • Hasford, Jonathan
  • Farmer, Adam
  • Waites, Stacie F.

Abstract

Through a replication and extension of Hsee and Rottenstreich (2004), we examine how scope impacts consumer donation behavior. We find that consumers are more insensitive to scope when making donations if valuations are based on emotions as opposed to calculation. We then demonstrate how a consumer's ability to understand emotional information impacts their sensitivity to scope. Specifically, the less able consumers are to understand their emotions, the more likely they are to rely on scope when donating to charity.

Suggested Citation

  • Hasford, Jonathan & Farmer, Adam & Waites, Stacie F., 2015. "Thinking, feeling, and giving: The effects of scope and valuation on consumer donations," International Journal of Research in Marketing, Elsevier, vol. 32(4), pages 435-438.
    • Handle: RePEc:eee:ijrema:v:32:y:2015:i:4:p:435-438
    DOI: 10.1016/j.ijresmar.2015.05.006
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    References listed on IDEAS

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    1. Kahneman, Daniel & Knetsch, Jack L., 1992. "Valuing public goods: The purchase of moral satisfaction," Journal of Environmental Economics and Management, Elsevier, vol. 22(1), pages 57-70, January.
    2. Ji Hoon Jhang & John G. Lynch Jr., 2015. "Pardon the Interruption: Goal Proximity, Perceived Spare Time, and Impatience," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 41(5), pages 1267-1283.
    3. Small, Deborah A. & Loewenstein, George & Slovic, Paul, 2007. "Sympathy and callousness: The impact of deliberative thought on donations to identifiable and statistical victims," Organizational Behavior and Human Decision Processes, Elsevier, vol. 102(2), pages 143-153, March.
    4. Blair Kidwell & David M. Hardesty & Terry L. Childers, 2008. "Emotional Calibration Effects on Consumer Choice," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(4), pages 611-621, August.
    5. Robert W. Smith & David Faro & Katherine A. Burson, 2013. "More for the Many: The Influence of Entitativity on Charitable Giving," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(5), pages 961-976.
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    Cited by:

    1. Hongmin Ahn, 2022. "Emotional Intelligence as a Personality Trait That Predicts Consumption Behavior: The Role of Consumer Emotional Intelligence in Persuasive Communication," Sustainability, MDPI, vol. 14(22), pages 1-11, November.
    2. Lynch, John G. & Bradlow, Eric T. & Huber, Joel C. & Lehmann, Donald R., 2015. "Reflections on the replication corner: In praise of conceptual replications," International Journal of Research in Marketing, Elsevier, vol. 32(4), pages 333-342.
    3. Chang, Chia-Chi & Chen, Po-Yu, 2019. "Which maximizes donations: Charitable giving as an incentive or incentives for charitable giving?," Journal of Business Research, Elsevier, vol. 97(C), pages 65-75.

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