文献类型：期刊文献

英文题名：How the perceived cost of prosocial action inspires observers to contribute

作者：Wu, Xiaoyue[1];Wang, Xiang[2];Xu, Qian[3];Jin, Liyin[3]

机构：[1]East China Univ Sci & Technol, Sch Business, Shanghai, Peoples R China;[2]Univ Florida, Warrington Coll Business, Gainesville, FL USA;[3]Fudan Univ, Sch Management, 670 Guoshun Rd, Shanghai 200433, Peoples R China

年份：2022

卷号：52

期号：1

起止页码：191

外文期刊名：EUROPEAN JOURNAL OF SOCIAL PSYCHOLOGY

收录：;WOS:【SSCI(收录号:WOS:000768971300001)】；

基金：National Natural Science Foundation of China, Grant/Award Numbers: 72125005, 72102069, 71832002

语种：英文

外文关键词：cost; donation; intrinsic motivation; prosocial behaviour; social perception

摘要：Conventional wisdom suggests that people are less likely to help when doing so involves a high cost. However, through five experiments, this work demonstrates that when a donor's prosocial action is perceived as costlier, observers are more likely to follow the donor and engage in the same prosocial behaviour (Study 1a, N = 154; Study 1b, N = 127). The effect cannot be attributed to observers' original preferences for costly prosocial action itself (Study 2; N = 401). Rather, it occurs because when the prosocial action is costlier, observers are more likely to perceive the donor as more intrinsically motived, which, in turn, enhances the desirability of the prosocial action, leading to a higher likelihood that the observers would engage in the same action (Study 3; N = 250). We further show that this effect is attenuated when the donor clearly demonstrates her/his extrinsic motivation (Study 4; N = 149).