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