The Friendly Taking Effect

How Interpersonal Closeness Leads to Seemingly Selfish Yet Jointly Maximizing Choice

Dados Bibliográficos

ID2237362
AutoresYanping Tu (0009-0005-6699-2035, University of Florida), Alex Shaw (0000-0002-8852-0179, University of Chicago), Ayelet Fishbach (0000-0001-7923-4237, University of Chicago)
Ano2016
Volume42
Fascículo5
Páginas669-687
Data de publicação2016-02-01
Peer ReviewedSim
Open AccessNão
TipoARTICLE
PeriódicoJournal of Consumer Research (JOURNAL)
Identificadores do periódicoISSN: 0093-5301 • E-ISSN: 1537-5277
EditoraOxford University Press (PUBLISHER • GB)
DOI10.1093/jcr/ucv052
OpenAlexW2282159919
IdiomaEN
Citações recebidas9
Referências citadas63

This research documents “the friendly taking effect” in choosing consumption packages for the self and others, interpersonal closeness leads to a preference for a self-benefiting package when this package also offers greater total benefit to the self-other collective (studies 1 and 2). We propose that a friendly intention (i.e., concern for the total benefit) underlies the friendly taking effect; therefore, people both take more from and give more to a close (vs. distant) other when doing so offers greater benefits in total (study 3), and people are cognitively tuned in to (e.g., acquire, remember) information about the total benefit more when choosing a package for themselves and a close (vs. distant) other (study 4). Moreover, the importance people place on the total benefit mediates the impact of closeness on people’s preference for self-benefiting packages (study 5). We explore boundary conditions (study 6) and implications for marketers of consumption packages (study 7).

Closeness · Economics · Interpersonal communication · Library science · Management · Sociology · Attachment and Relationship Dynamics · Computer Science · Customer Service Quality and Loyalty · Mathematics · Psychology · Psychology of Social Influence · Social Psychology