The Friendly Taking Effect: How Interpersonal Closeness Leads to Seemingly Selfish Yet Jointly Maximizing Choice
研究发现人际亲近会使人在为自己和他人选择消费包时，更偏好对自己有利但总收益也更大的选项，这种“友好拿取效应”源于对总收益的关心，并受边界条件影响。
This research documents “the friendly taking effect” in choosing consumption packages for the self and others, interpersonal closeness leads to a preference for a self-benefiting package when this package also offers greater total benefit to the self-other collective (studies 1 and 2). We propose that a friendly intention (i.e., concern for the total benefit) underlies the friendly taking effect; therefore, people both take more from and give more to a close (vs. distant) other when doing so offers greater benefits in total (study 3), and people are cognitively tuned in to (e.g., acquire, remember) information about the total benefit more when choosing a package for themselves and a close (vs. distant) other (study 4). Moreover, the importance people place on the total benefit mediates the impact of closeness on people’s preference for self-benefiting packages (study 5). We explore boundary conditions (study 6) and implications for marketers of consumption packages (study 7).