It's Not You (Well, it is a Bit You), It's Me: Self- Versus Social Image in Warm-Glow Giving

31 Pages Posted: 8 Jun 2022

See all articles by Philip J. Grossman

Philip J. Grossman

Monash University - Department of Economics

Jonathan Levy

The University of Sydney

Multiple version iconThere are 2 versions of this paper

Abstract

Attempts by charities to motivate giving tend to focus on potential donors’ altruistic tendencies. However, prior research suggests that approximately 50% of individuals are to some extent motivated by warm glow, the satisfaction received from the act of giving. The satisfaction derives from looking good to themselves (self-image) and/or to others (social image). We conduct an online experiment with a more realistic simulation of being watched to determine the importance of self- and social image to warm-glow giving. We find that self-image is important for the act of giving; social image significantly increases average giving. Our results suggest that charities looking to increase their donor bases might effectively do so by focusing on self-image concerns. Charities wishing to increase the amount donated might effectively do so by focusing on the social image concerns of the donor. We find evidence of reactance among a subsample of those experiencing the watching eyes.

Keywords: C90, D91, H40

Suggested Citation

Grossman, Philip J. and Levy, Jonathan, It's Not You (Well, it is a Bit You), It's Me: Self- Versus Social Image in Warm-Glow Giving. Available at SSRN: https://ssrn.com/abstract=4131071 or http://dx.doi.org/10.2139/ssrn.4131071

Philip J. Grossman (Contact Author)

Monash University - Department of Economics ( email )

Wellington Road
Clayton, 3800
Australia
61399020052 (Phone)

Jonathan Levy

The University of Sydney ( email )

P.O. Box H58
Australia Square
Sydney, NSW 2006
Australia

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