Materialists and altruists in a charitable donation experiment
通过实验室实验，研究了物质主义水平如何影响人们对纯粹利他呼吁与自利呼吁的反应，以及口头呼吁与书面呼吁的效果差异。
This paper presents results from a laboratory experiment that draws on insights from economics on different incentives for generosity and insights from social psychology on different personality types. Firstly, we test whether the effect of an appeal to pure altruism versus an appeal to self-interest varies across subjects. We find that there is substantial variation, and this variation is strongly correlated with a subject’s level of materialism. Secondly, we test whether spoken appeals and written appeals have different effects. We find no evidence for such a difference. These results have important implications for charities’ fundraising strategies and for experimental design.