- Marketing Department
Coller School of Management
Tel-Aviv University
Danit Ein-Gar
Tel Aviv University, The Coller School of Management, Faculty Member
This research shows that activating community perception in donation-based crowdfunding campaigns increases donation giving. The effect is mediated by prospective donors' sense of connectedness to other donors. The effect is stronger when... more
This research shows that activating community perception in donation-based crowdfunding campaigns increases donation giving. The effect is mediated by prospective donors' sense of connectedness to other donors. The effect is stronger when prospective donors experience fear of social exclusion and is attenuated when they feel socially secure.
Research Interests: Online Communities, Virtual Communities, Charitable giving, Online Communities of Practice, Prosocial Behavior, and 10 moreProsocial Behaviour, Crowdfunding, Charity, Prosociality, Charitable Donations, Prosocial Communication, Brand Communities Online Communities, Donations, Charitable Behavior, and Donation based crowdfunding
Despite the widespread convention that a community of supporters is important to the success of crowdfunding campaigns, a closer look at donation-based crowdfunding platforms and campaigns, suggests they have not fully incorporated this... more
Despite the widespread convention that a community of supporters is important to the success of crowdfunding campaigns, a closer look at donation-based crowdfunding platforms and campaigns, suggests they have not fully incorporated this idea into action arguably because of the difficulty of creating and fostering such communities. In a set of 5 studies, this research shows the financial impact of activating the perception of a community in donation-based crowdfunding campaigns. Furthermore, it demonstrates how subtle cues within the campaign's webpage can activate this perception and how feeling connected to other donors mediates the effect of community perception on donation-giving.
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This paper presents a theoretical model of self-control as a dynamic process. In situations demanding self-control, the individual experiences one of two types of temptations: Impulsiveness or procrastination, followed by an inner... more
This paper presents a theoretical model of self-control as a dynamic process. In situations demanding self-control, the individual experiences one of two types of temptations: Impulsiveness or procrastination, followed by an inner struggle between yielding to and overcoming the temptation. When the individual activates personal resources to overcome temptations, the process of self-control takes place. Individuals vary in their abilities to overcome temptations; some overcome them immediately, while others need to call upon what we define as intrinsic and extrinsic control mechanisms. We suggest that intrinsic control mechanisms are self-actions and thoughts that individuals employ when they need to exert control, whereas extrinsic control mechanisms are actions that address others and seek their help in overcoming the temptation. We present and test the theory with a context-free self-control measure in four studies.
Research Interests: Future Studies, Self Regulation, Self Control, Virtues and Vices, Time Perspective, and 9 moreSelf-regulation, Procrastination, Academic Procrastination, Impulsivity, Self-control, Impulsivity and self-control, Delay of Gratification, Impulsive Buying Behaviour, and Procrastination and Academic Performance
This research shows that defining the self in terms of the future (i.e. becoming mindset) increases prudent choices and preferences whereas defining the self in terms of the here and now (i.e. being mindset) increases indulgent choices... more
This research shows that defining the self in terms of the future (i.e. becoming mindset) increases prudent choices and preferences whereas defining the self in terms of the here and now (i.e. being mindset) increases indulgent choices and preferences. First, the relation between self-definitions and construal is demonstrated (Study 1). Then, Studies 2 and 3, examine the effects of self-definition on spending preferences and gift-receiving preferences. Studies 4 and 5, examine actual choice in laboratory and field settings. Finally, Study 6 demonstrates that when there is a fit between consumer self-definitions and product's framing, the overall evaluation of the product increases.
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This research examines gender-based helping behavior from a social dominance perspective. We focused on the interplay between the gender of a prospective donor and the gender of the recipient in shaping donation decisions in contexts that... more
This research examines gender-based helping behavior from a social dominance perspective. We focused on the interplay between the gender of a prospective donor and the gender of the recipient in shaping donation decisions in contexts that either empower recipients or not. In two studies ( N = 866), male (but not female) donors chose to donate less often (Study 2) and to give lower amounts (Studies 1–2) to women in need than to men when donations were made in a potentially empowering context – a business context (e.g., donating to a person whose shop burned down), than in a nonempowering context – a domestic context (e.g., donating to a person whose house burned down). Lack of empathy for the female recipient among men partially mediated this gender–donation bias effect (Study 2). These findings suggest that men are less likely to help women in situations that empower women and challenge the existing gender hierarchy.
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Many donation-raising platforms request that first-time donors choose the charitable causes they most care about so that future campaign recommendations can best match donors’ charitable preferences. While matching charitable campaigns to... more
Many donation-raising platforms request that first-time donors choose the charitable causes they most care about so that future campaign recommendations can best match donors’ charitable preferences. While matching charitable campaigns to donors’ reported preferences has its benefits, little is known about other effects that choosing charitable causes may evoke. We focus on how choosing charitable causes influences charitable behavior. We find two effects of the number of charitable causes donors choose on their subsequent charitable behavior. In studies 1 and 2, we show that a reference number of the maximum charitable causes donors can choose has a negative effect on charitable behavior. A small (versus large) reference number yields a greater likelihood to donate and a higher donation amount. This effect is aligned with the proportion dominance rationalization. In studies 3 and 4, we show that the number of charitable causes donors voluntarily choose as important to them is posit...
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Supplemental Material, 850504_supplement for The "Commitment Projection" Effect: When Multiple Payments for a Product Affect Defection from a Service by Irit Nitzan and Danit Ein-Gar in Journal of Marketing Research
Many service providers offer supplementary products related to their ongoing services (e.g., fitness centers offer fitness smartwatches). In seven studies, the authors show that the payment method for such supplementary products (multiple... more
Many service providers offer supplementary products related to their ongoing services (e.g., fitness centers offer fitness smartwatches). In seven studies, the authors show that the payment method for such supplementary products (multiple payments vs. a single lump sum) affects customers’ tendency to defect from the provider’s core service over time. Specifically, when customers pay for add-ons in multiple payments—provided that (1) they perceive the add-on as being bundled with the core service and (2) the payment period has an end point—they are initially less likely to defect from the service provider than when they pay in a single payment. Over time, however, as payments are made, this gap closes, such that defection intentions under the two payment methods eventually become similar. The authors propose that this phenomenon reflects “commitment projection,” wherein a decrease in customers’ commitment to the add-on product over time is projected onto their commitment to the servi...
Research Interests: Business, Marketing, Services Marketing and Management, Consumer Behavior, Customer Satisfaction, and 10 moreCustomer Loyalty, Customer Relationship Management (CRM), Payment Systems, Customer Retention, Services Marketing, Customer Retention Strategy, Payment, Service Provider, service Business, and Profitability Index
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Research Interests: Marketing, Psychology, Cognitive Psychology, Resource Depletion, Intuition, and 14 moreSelf Control, Consumer Psychology, Situational Ethics, Mindset, Procrastination, Impulsivity, Commitment, Impulsivity and self-control, Task Performance, Ego depletion, High performance, Customer Involvement, Procrastination Behavior, and Impulsive Buying Behavior
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... Camille S. Johnson is an assistant professor at the College of Business, San Jose State University, One Washington Square, San Jose, CA, 95192-0070 (camille.johnson@ sjsu.edu). Correspondence: Danit Ein-Gar or Camille Johnson. ...
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Research Interests: Marketing, Psychology, Resource Depletion, Self Control, Virtues and Vices, and 13 moreTime Perception, Prosocial Behavior, Consumer Psychology, Time Perspective, Construal Level Theory, Future Time Perspective, Commitment, Impulsivity and self-control, Prosociality, Time Orientation, Ego depletion, Strength Model of Self-Control, and Psychological Distance
Research Interests: Psychology, Personality, Personality Assessment, Adolescent, Medicine, and 15 moreProcrastination, Impulsivity, Humans, Female, Male, Aged, Middle Aged, Adult, Procrastination Behavior, Reproducibility of Results, Impulsive Buying Behavior, Routledge, Impulsive behavior, Personality Inventory, and Psychology and Cognitive Sciences
Research Interests: Psychology, Cognitive Science, Personality, Cognition, Intuition, and 10 moreIsrael, Learning, Problem Solving, Students, Thinking, Humans, Female, Male, Young Adult, and Adult
Research Interests: Marketing, Psychology, Embodied Cognition, Embodiment, Consumer Behavior, and 15 moreSelf Control, Charitable giving, Prosocial Behavior, Consumer Psychology, Prosocial Behaviour, Charity, Allocatio of Scarce Resources, Charitable Donations, Spending Behavior, Resource Scarcity, Donations, Charitable Behavior, Pro Social Behavior, Spending Habits, and resource abundance
Research Interests: Psychology, Resource Depletion, Self Control, Medicine, Construal Level Theory, and 11 moreProcrastination, Self Efficacy, Commitment, Impulsivity and self-control, Time Orientation, Task Performance, Ego depletion, Strength Model of Self-Control, Procrastination Behavior, Frontiers in Psychology, and task timing
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This paper presents a theoretical model of self-control as a dynamic process. In situations demanding self-control, the individual experiences one of two types of temptations: Impulsiveness or procrastination, followed by an inner... more
This paper presents a theoretical model of self-control as a dynamic process. In situations demanding self-control, the individual experiences one of two types of temptations: Impulsiveness or procrastination, followed by an inner struggle between yielding to and overcoming the temptation. When the individual activates personal resources to overcome mptations, the process of selfcontrol takes place. Individuals vary in their abilities to overcome temptations; some overcome them immediately, while others need to call upon what we define as intrinsic and extrinsic control mechanisms. We suggest that intrinsic control mechanisms are selfactions and thoughts that individuals employ when they need to exert control, whereas extrinsic control mechanisms are actions that address others and seek their help in overcoming the temptation. We present and test the theory with a context-free self-control measure in four studies.
Research Interests: Future Studies, Psychology, Self Regulation, Self Control, Virtues and Vices, and 10 moreTime Perspective, Procrastination, Academic Procrastination, Impulsivity, Impulsivity and self-control, Delay of Gratification, Impulsive Buying Behaviour, Procrastination and Academic Performance, Context Free Grammars, and Theoretical Model
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Research Interests: Psychology, Online Communities, Virtual Communities, Charitable giving, Online Communities of Practice, and 12 moreProsocial Behavior, Consumer, Prosocial Behaviour, Crowdfunding, Charity, Prosociality, Charitable Donations, Prosocial Communication, Brand Communities Online Communities, Donations, Charitable Behavior, and Donation based crowdfunding
Though still influencing practitioners and being mentioned frequently in marketing courses, the strategy of unique selling proposition (USP, hereafter) was not formulated in an analytical model. This study presents a model in which a USP... more
Though still influencing practitioners and being mentioned frequently in marketing courses, the strategy of unique selling proposition (USP, hereafter) was not formulated in an analytical model. This study presents a model in which a USP is executed by adding an attribute to the product that is becoming so important to a consumer-segment that these consumers will not consider a product that does not posses this property. Furthermore, we also claim that in recent years self-expressive attributes have become quite effective in executing USP. We use the model to address two questions: (i) what are the market im-plications of USP and (ii) what are the economic incentives to introduce it. The result with respect to the first question shed a new light on the common wisdom that products are so similar functionally that firms have to differenti-ate along symbolic attributes. Our model suggests that the minimal functional differentiation might be the result in this relationship, rather than ...
ABSTRACT Research suggests that worksite health promotion (WHP) programmes, and specifically health risk assessment (HRA) surveys and health education workshops, can be effective in enhancing employees’ health. However, 50–75% of... more
ABSTRACT Research suggests that worksite health promotion (WHP) programmes, and specifically health risk assessment (HRA) surveys and health education workshops, can be effective in enhancing employees’ health. However, 50–75% of employees choose not to participate when offered the opportunity to do so. The reasons for nonparticipation and the characteristics of nonparticipants have largely been overlooked. Building on premises of Conservation of Resources (COR) theory, we hypothesize that nonparticipation results from lack or loss of resources, or from the perceived low value of resources. These barriers to participation are expected to be related to employees’ characteristics and beliefs (termed implicit barriers) and reflected in employees’ self-reported reasons for nonparticipation (termed explicit barriers). We surveyed a large random sample of participants and nonparticipants in a WHP programme (n = 1926 employees), which included two steps: a HRA survey and a health education workshop. Participants completed an anonymous web-based questionnaire. Implicit and explicit barriers that reflect resource availability (e.g., age, health status) and valuation (e.g., low value of making a lifestyle change) were identified. The magnitude and nature of these barriers differed between the HRA survey and the workshop. We discuss how future research on WHP programmes can build on these findings and propose practical implications for reducing nonparticipation.
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ABSTRACT Virtue products (such as sunscreen lotion and dental floss) promise future benefits and, at the same time, carry immediate and ongoing usage costs. Although consumers acknowledge the benefits of virtue products, they find it... more
ABSTRACT Virtue products (such as sunscreen lotion and dental floss) promise future benefits and, at the same time, carry immediate and ongoing usage costs. Although consumers acknowledge the benefits of virtue products, they find it difficult to consume them on a daily basis. This research focuses on a key problem in the consumption of virtue products —ongoing use— and identifies ways to help consumers maintain ongoing consumption. We propose and show that products’ attributes (in terms of future versus present benefits) and consumers’ dispositional self-control interact to shape the consumption of virtue products. In two field experiments that use different product categories—dental floss and sunscreen lotion—we show that low self-control participants consume a virtue product whose product description highlights a present benefit more than they consume a virtue product whose description highlights a future benefit. Among high self-control participants the reverse effect was observed. In a third study we show the same pattern of results when willingness to pay is measured.
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ABSTRACT Virtue products (such as sunscreen lotion and dental floss) promise future benefits and, at the same time, carry immediate and ongoing usage costs. Although consumers acknowledge the benefits of virtue products, they find it... more
ABSTRACT Virtue products (such as sunscreen lotion and dental floss) promise future benefits and, at the same time, carry immediate and ongoing usage costs. Although consumers acknowledge the benefits of virtue products, they find it difficult to consume them on a daily basis. This research focuses on a key problem in the consumption of virtue products —ongoing use— and identifies ways to help consumers maintain ongoing consumption. We propose and show that products’ attributes (in terms of future versus present benefits) and consumers’ dispositional self-control interact to shape the consumption of virtue products. In two field experiments that use different product categories—dental floss and sunscreen lotion—we show that low self-control participants consume a virtue product whose product description highlights a present benefit more than they consume a virtue product whose description highlights a future benefit. Among high self-control participants the reverse effect was observed. In a third study we show the same pattern of results when willingness to pay is measured.
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This research examines the joint effect of dispositional self-control and situational involvement on performance in two successive resource-demanding tasks. We demonstrate that being highly involved and having high self-control... more
This research examines the joint effect of dispositional self-control and situational involvement on performance in two successive resource-demanding tasks. We demonstrate that being highly involved and having high self-control facilitates high performance in the first task but, contrary to intuition, may jeopardize performance in a second, unexpected task. We term this the "sprinter effect" and demonstrate it in both lab and field settings. We further explore how a "marathon" mindset can debias this effect.
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Many service providers offer supplementary products related to their ongoing services (e.g., fitness centers offer fitness smartwatches). In seven studies, the authors show that the payment method for such supplementary products (multiple... more
Many service providers offer supplementary products related to their ongoing services (e.g., fitness centers offer fitness smartwatches). In seven studies, the authors show that the payment method for such supplementary products (multiple payments vs. a single lump sum) affects customers' tendency to defect from the provider's core service over time. Specifically, when customers pay for add-ons in multiple payments-provided that (1) they perceive the add-on as being bundled with the core service and (2) the payment period has an end point-they are initially less likely to defect from the service provider than when they pay in a single payment. Over time, however, as payments are made, this gap closes, such that defection intentions under the two payment methods eventually become similar. The authors propose that this phenomenon reflects "commitment projection," wherein a decrease in customers' commitment to the add-on product over time is projected onto their commitment to the service provider. These findings carry important managerial implications, given that many service providers offer add-on products in multiple-payment plans and that customers' defection decisions substantially affect firms' profitability. In an attempt to create a competitive advantage, provide customers with added value, and maintain long-term relationships with customers, many service providers offer supplementary products that are related to their core services. Thus, for example , a fitness center may offer a fitness smartwatch. These supplementary products can be purchased in one single payment or in multiple spread-out payments. The current research explores the idea that these supplementary products, and particularly their payment method, affect customers' intentions to defect from the service provider over time. First, we find that, during the initial periods following the purchase of an add-on product, customers who pay for the product in multiple payments show lower intentions to defect from the service provider than do customers who purchase the product in a single payment. However, the two different payment methods elicit different patterns of defection intentions over time: specifically, customers who pay for the add-on in a single payment show constant defection intentions from the service provider over time, whereas customers who pay for the add-on in multiple payments show increasing defection intentions over time. Notably, the level of defection intentions under multiple payments never exceeds the level of defection intentions under a single payment; rather, as payments are made, the gap between the defection intentions under the two payment methods diminishes. Taken together, these findings suggest that payments for an add-on product may serve as a strategic retention tool, preventing customers from defecting, particularly during the initial periods following the product's purchase. The notion that defection intentions may increase over time contradicts prior findings showing that the likelihood of defec-tion from a service provider decreases over time (Reichheld and Teal 1996; Reinartz and Kumar 2003; Schweidel, Bradlow, and Fader 2011). This inconsistency can be explained by the fact that we consider a consumption scenario that has thus far received little attention in defection research: specifically, whereas previous research has focused on the main services that a firm provides while overlooking add-on offerings, this study focuses on the commonly observed yet underresearched
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Self-efficacy constitutes a key factor that influences people's inclination to engage in effortful tasks. In this study, we focus on an interesting interplay between two prominent factors known to influence engagement in effortful tasks:... more
Self-efficacy constitutes a key factor that influences people's inclination to engage in effortful tasks. In this study, we focus on an interesting interplay between two prominent factors known to influence engagement in effortful tasks: the timing of the task (i.e., whether the task is scheduled to take place in the near or distant future) and individuals' levels of self-control. Across three studies, we show that these two factors have an interacting effect on self-efficacy. Low self-control (LSC) individuals report higher self-efficacy for distant-future effortful tasks than for near-future tasks, whereas high self-control (HSC) individuals report higher self-efficacy for near-future tasks than for distant future tasks. We further demonstrate how self-efficacy then molds individuals' willingness to engage in those effortful tasks. Given that a particular task may comprise effortful aspects alongside more enjoyable aspects, we show that the effects we observe emerge with regard to a task whose effortful aspects are salient and that the effects are eliminated when the enjoyable aspects of that same task are highlighted.
Research Interests: Resource Depletion, Self-Efficacy, Self Control, Construal Level Theory, Procrastination, and 12 moreSelf Efficacy, Self-control, Commitment, Impulsivity and self-control, Time Orientation, Task Performance, Ego depletion, Ego-Depletion, Strength Model of Self-Control, Procrastination Behavior, my interest is inclined by the investigation of women's history, but also the focuses that allow the situations to be realized as the political focuses of some times , and task timing
Individuals acknowledge the importance of engaging in virtuous behaviors, but find them difficult. Past research suggests that a distant-future focus may result in more commitment. This research demonstrates that, for certain consumers,... more
Individuals acknowledge the importance of engaging in virtuous behaviors, but find them difficult. Past research suggests that a distant-future focus may result in more commitment. This research demonstrates that, for certain consumers, distant-future execution timing may discourage commitment. Specifically, whereas low self-control consumers are indeed more likely to commit to distant-future behaviors, high self-control consumers are more likely to commit to near-future behaviors. This is demonstrated when commitment does not hold a cost (study 1), but also when it does (study 2). Consumers' time availability certainty underlies the effect: Low self-control consumers feel more certain that in the distant future they will be able to identify the time necessary to fulfill their commitments, whereas high self-control consumers feel more certain regarding their ability to identify their available time in the near future (studies 3a-3b). The effect is shown to occur only when the commitment's time of execution reflects different levels of time concreteness: The effect is eliminated among consumers who perceive the near and distant future as equally concrete or abstract (study 4).
Research Interests: Resource Depletion, Self Control, Virtues and Vices, Prosocial Behavior, Time Perspective, and 11 moreConstrual Level Theory, Future Time Perspective, Self-control, Commitment, Impulsivity and self-control, Prosociality, Time Orientation, Ego depletion, Strength Model of Self-Control, Psychological Distance, and my interest is inclined by the investigation of women's history, but also the focuses that allow the situations to be realized as the political focuses of some times
No one likes feeling empty. When people feel empty they seek replenishment, which usually takes the form of increased self-focused behaviors that provide value to the self and decreased other-focused behaviors that provide value to... more
No one likes feeling empty. When people feel empty they seek replenishment, which usually takes the form of increased self-focused behaviors that provide value to the self and decreased other-focused behaviors that provide value to others. This research demonstrates how exposure to the concept of emptiness by simply performing or observing acts of emptying (vs. filling or control) of a glass vase, coat pockets, a glass jar, or a duffle bag triggers the cognitive metaphor of resource deficiency. The resource deficiency metaphor in turn leads people to engage in self-focused behaviors such as eating candy or planning a dream vacation and to disengage from other-focused behaviors such as donating to charities or helping others.
Research Interests: Embodied Cognition, Embodiment, Consumer Behavior, Charitable giving, Prosocial Behavior, and 12 moreProsocial Behaviour, Charity, Allocatio of Scarce Resources, Charitable Donations, Spending Behavior, 60. Al-Daham, N. K. (2001). The present and potential impacts of water deficiency on Iraqi environment and suggested solutions with emphasis on fisheries resources. Mar. Mesopot. 16(2):475-487., Resource Scarcity, Donations, Charitable Behavior, Self-Focused Attention, Spending Habits, and resource abundance
We present the Dispositional Self-Control (DSC) Scale, which reflects individuals’ tendency to override 2 types of temptations, termed doing wrong and not doing right. We report a series of 5 studies designed to test the reliability and... more
We present the Dispositional Self-Control (DSC) Scale, which reflects individuals’ tendency to override 2 types of temptations, termed doing wrong and not doing right. We report a series of 5 studies designed to test the reliability and validity of the scale. As hypothesized, high DSC predicts distant future orientation and low DSC predicts deviant behaviors such as aggression, alcohol misuse, and aberrant driving. DSC also predicts task performance among resource-depleted participants. Taken together, these findings suggest that the DSC Scale could be a useful tool toward further understanding the role of personality in overcoming self-control challenges.
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Past research has shown repeatedly that people prefer donating to a single identified human victim rather than to unidentified or abstract donation targets. In the current research we show results countering the identifiable victim... more
Past research has shown repeatedly that people prefer donating to a single identified human victim rather than to unidentified or abstract donation targets. In the current research we show results countering the identifiable victim effect, wherein people prefer to donate to charitable organizations rather than to an identifiable victim. In a series of five studies, we manipulate temporal and social distance, examine a variety of donation targets, and measure intention to donate time or money as well as actual donations of money. We show that people are more willing to donate to a charitable organization when they are temporally or socially distant from the population in need. Willingness to donate to a specific person in need is higher when donors are temporally or socially close to the donation target. Furthermore, we demonstrate that (a) empathy mediates donations to a single victim, yet does not mediate donations to charitable organizations; (b) that donation giving to charitable organizations is unique and is not similar to donations to a group of victims. Theoretical and practical implications are discussed. Crown
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This research uncovers a counterintuitive effect of negative information, showing that under specifiable conditions people will be more favorably disposed to a product when a small dose of negative information is added to an otherwise... more
This research uncovers a counterintuitive effect of negative information, showing that under specifiable conditions people will be more favorably disposed to a product when a small dose of negative information is added to an otherwise positive description. This effect is moderated by processing effort and presentation order, such that the enhanced positive disposition toward the product following negative information emerges when the information is processed effortlessly rather than effortfully and when the negative information follows rather than precedes positive information. Four studies demonstrate this blemishing effect in both lab and field settings and explore the proposed mechanism and boundary conditions.
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Virtue products (such as sunscreen lotion and dental floss) promise future benefits and, at the same time, carry immediate and ongoing usage costs. Although consumers acknowledge the benefits of virtue products, they find it difficult to... more
Virtue products (such as sunscreen lotion and dental floss) promise future benefits and, at the same time, carry immediate and ongoing usage costs. Although consumers acknowledge the benefits of virtue products, they find it difficult to consume them on a daily basis. This research focuses on a key problem in the consumption of virtue products-ongoing use-and identifies ways to help consumers maintain ongoing consumption. We propose and show that products' attributes (in terms of future versus present benefits) and consumers' dis-positional self-control interact to shape the consumption of virtue products. In two field experiments that use different product categories-dental floss and sunscreen lotion-we show that low self-control participants consume a virtue product whose product description highlights a present benefit more than they consume a virtue product whose description highlights a future benefit. Among high self-control participants the reverse effect was observed. In a third study we show the same pattern of results when willingness to pay is measured.