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Givers eschew gifts that are inferior to their own: How social norms, regulatory focus, and concerns about offending lead givers astray

Julian Givi and Gopal Das
Journal Name
Journal of Consumer Psychology
Journal Publication
Financial Times 50
others
Publication Year
2023
Journal Publications Functional Area
Marketing
Publication Date
Vol. 23(2), April 2023, Pg. 363-376
Abstract

We explore gift givers' and gift recipients' preferences concerning gifts that compare unfavorably to givers' own products. Across eight studies, we demonstrate that givers refrain from giving gifts that compare unfavorably to their own possessions more often than recipients prefer. This effect emerges because givers are more prevention-focused (less promotion-focused) than recipients and wish to avoid offending recipients by violating a corresponding social norm that our results suggest is of less concern to those receiving their gift. We find evidence for this two-stage process through both mediation and moderation. This research adds to the gift giving literature by examining a new type of gifting decision, documenting a novel giver–recipient preference asymmetry, and shedding light on the roles that social norms, regulatory focus, and offensiveness play in gift giving.

Givers eschew gifts that are inferior to their own: How social norms, regulatory focus, and concerns about offending lead givers astray

Author(s) Name: Julian Givi and Gopal Das
Journal Name: Journal of Consumer Psychology
Volume: Vol. 23(2), April 2023, Pg. 363-376
Year of Publication: 2023
Abstract:

We explore gift givers' and gift recipients' preferences concerning gifts that compare unfavorably to givers' own products. Across eight studies, we demonstrate that givers refrain from giving gifts that compare unfavorably to their own possessions more often than recipients prefer. This effect emerges because givers are more prevention-focused (less promotion-focused) than recipients and wish to avoid offending recipients by violating a corresponding social norm that our results suggest is of less concern to those receiving their gift. We find evidence for this two-stage process through both mediation and moderation. This research adds to the gift giving literature by examining a new type of gifting decision, documenting a novel giver–recipient preference asymmetry, and shedding light on the roles that social norms, regulatory focus, and offensiveness play in gift giving.