Abstract

http://ssrn.com/abstract=2147919
 


 



On the Consequences of Scarcity: When Limited Resources Promote Agentic Responses


Caroline Roux


Northwestern University - Kellogg School of Management

Kelly Goldsmith


Northwestern University - Kellogg School of Management

Andrea Bonezzi


affiliation not provided to SSRN

September 17, 2012


Abstract:     
Everyday consumers encounter reminders of what is scarce. However, relatively little is known about the psychological processes that result when the concept of scarcity is activated, and further what influence those processes might have on subsequent, unrelated decisions. In this article, the authors posit that activating the concept of scarcity causes an underlying shift towards an agentic orientation. They demonstrate that this agentic orientation guides people’s decision making towards advancing their own welfare, relative to that of others, promoting either increased selfishness or increased generosity, depending on the associated benefits to the self. Overall, this research offers a novel perspective that advances our theoretical understanding of the psychology of scarcity and provides important practical implications.

Number of Pages in PDF File: 41

Keywords: scarcity, agency, decision making, choice

working papers series


Download This Paper

Date posted: September 17, 2012  

Suggested Citation

Roux, Caroline and Goldsmith, Kelly and Bonezzi, Andrea, On the Consequences of Scarcity: When Limited Resources Promote Agentic Responses (September 17, 2012). Available at SSRN: http://ssrn.com/abstract=2147919 or http://dx.doi.org/10.2139/ssrn.2147919

Contact Information

Caroline Roux
Northwestern University - Kellogg School of Management ( email )
2001 Sheridan Road
Leverone Hall 4th Floor
Evanston, IL 60208
United States
Kelly Goldsmith (Contact Author)
Northwestern University - Kellogg School of Management ( email )
2001 Sheridan Road
Evanston, IL 60208
United States
HOME PAGE: http://www.kellogg.northwestern.edu/faculty/goldsmith/htm/
Andrea Bonezzi
affiliation not provided to SSRN ( email )
Feedback to SSRN


Paper statistics
Abstract Views: 802
Downloads: 190
Download Rank: 88,658

© 2014 Social Science Electronic Publishing, Inc. All Rights Reserved.  FAQ   Terms of Use   Privacy Policy   Copyright   Contact Us
This page was processed by apollo1 in 0.453 seconds