“I Deserve to Help!” Effects of Entitlement and Social Influence Appeals on Prosocial Motivations

van der Heide, M., Fennis, B., van Ittersum, K. & Trampe, D., 2016, Advances in Consumer Research. Moreau, P. & Puntoni, S. (eds.). Duluth, MN: Association for consumer research, Vol. 44.

Research output: Chapter in Book/Report/Conference proceedingConference contributionAcademicpeer-review

Entitlement—a sense that one deserves more than others—typically reduces prosocial motivations. We further investigate this
relationship by considering the interplay between entitlement and social influence appeals. We demonstrate that a consistency appeal
reinforces the negative effect of entitlement on prosocial motivations, while a scarcity appeal fully attenuates it.
Original languageEnglish
Title of host publicationAdvances in Consumer Research
EditorsPage Moreau, Stefano Puntoni
Place of PublicationDuluth, MN
PublisherAssociation for consumer research
Publication statusPublished - 2016

ID: 37336658