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  4. BOOSTING DONATIONS IN MULTILINGUAL CONSUMERS: A SIMPLIFIED SELF-CONCEPT ACCOUNT

BOOSTING DONATIONS IN MULTILINGUAL CONSUMERS: A SIMPLIFIED SELF-CONCEPT ACCOUNT

File(s)
Zhang_cornell_0058O_12016.pdf (415.49 KB)
Permanent Link(s)
http://doi.org/10.7298/nnm5-5x34
https://hdl.handle.net/1813/115650
Collections
Cornell Theses and Dissertations
Author
Zhang, Xinlian
Abstract

In a world where cross-linguistic encounters are increasingly common, multilingual speakers often need to make decisions using their native or non-native language. Do multilingual consumers’ donation behaviors vary depending on which language they are using? This research investigates the influence of using a non-native (vs. native) language on donation behavior. Across five studies (four pre-registered; N =1456), this research provides evidence that using a non-native (vs. native) language increases donation amount. This effect arises because using a non-native language limits access to complex self-concepts typically shaped in one’s native language. With a simpler self-concept in a non-native language, individuals perceive their donation decision as more reflective of their (overall) self, which leads them to make choices that enhance their self-image, such as donating more money to charity. This research contributes to the understanding of how language shapes donation behavior and provides insights for nonprofits and businesses in designing effective elicitation strategies.

Description
58 pages
Date Issued
2023-12
Keywords
charitable-giving
•
donations
•
language
•
self-complexity
•
self-concept
•
self-diagnosticity
Committee Chair
Ozanne Lebret, Marie
Committee Member
Kwortnik, Robert
Degree Discipline
Hotel Administration
Degree Name
M.S., Hotel Administration
Degree Level
Master of Science
Type
dissertation or thesis
Link(s) to Catalog Record
https://newcatalog.library.cornell.edu/catalog/16454644

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