Nonprofits Are Seen as Warm and For-Profits as Competent: Firm Stereotypes Matter
研究发现消费者认为非营利组织比营利组织更温暖但能力更差，这种能力感知不足会降低购买意愿；通过暗示可信度的线索提升能力感知后，购买意愿差距消失。
Consumers use warmth and competence, two fundamental dimensions that govern social judgments of people, to form perceptions of firms. Three experiments showed that consumers perceive nonprofits as being warmer than for-profits but as less competent. Further, consumers are less willing to buy a product made by a nonprofit than a for-profit because of their perception that the firm lacks competence. Consequently, when perceived competence of a nonprofit is boosted through subtle cues that connote credibility, discrepancies in willingness to buy disappear. In fact, when consumers perceive high levels of competence and warmth, they feel admiration for the firm—which translates to consumers’ increased desire to buy. This work highlights the importance of consumer stereotypes about nonprofit and for-profit companies that, at baseline, come with opposing advantages and disadvantages but that can be altered.