Self-Interest Without Selfishness: Imposing a Self-Interested Option Maximizes Customer Happiness
Marketing Department; Faculty Adviser: Deborah Small
Retailers and other companies increasingly ask customers if they would like to donate to a specific cause when they make purchases, either by giving money beyond the payment for their order or by giving reward points to a charity. Through experiments in retail settings and in the lab, this research tests the hypothesis that imposing an option of self-interest on customers can increase their happiness compared to letting customers choose between rewarding themselves versus helping others.
Publications, Presentations & Awards
Berman, Jonathan Z. and Deborah A. Small (2011), “Self-Interest Without Selfishness: The Hedonic Benefit of Imposed Self-Interest,” Psychological Science, 23(10), pp. 1193-1199. http://journals.sagepub.com/doi/pdf/10.1177/0956797612441222