Please use this identifier to cite or link to this item:
http://hdl.handle.net/10397/62075
Title: | Money and relationships : when and why thinking about money leads people to approach others | Authors: | Teng, F Chen, Z Poon, KT Zhang, D Jiang, Y |
Issue Date: | Nov-2016 | Source: | Organizational behavior and human decision processes, Nov. 2016, v. 137, p. 58-70 | Abstract: | Monetary reminders have been shown to discourage people from affiliating with others. We proposed such an effect can be reversed when others are instrumental to people's goals. Results from four experiments converged to support our proposition. We found that thinking about money increased people's focus on the instrumentality aspects of others (Experiment 1). In a goal pursuit context, monetary reminders increased people's tendency to approach others who were instrumental to achieving their goals (Experiment 2). The effect of money prime on approaching others was dismissed or reversed when people were highly competent in achieving the goal themselves (Experiment 3) and when the instrumentality of others was ambiguous (Experiment 4). Moreover, these effects were driven by the perceived instrumentality of others (Experiments 2–4). Taken together, our findings suggest that thinking about money leads to an instrumentality orientation in social interactions, which changes how people view relationships and how they interact with others. | Keywords: | Instrumentality Interpersonal relationship Market-pricing mindset Money |
Publisher: | Academic Press | Journal: | Organizational behavior and human decision processes | ISSN: | 0749-5978 | EISSN: | 1095-9920 | DOI: | 10.1016/j.obhdp.2016.08.002 | Rights: | © 2016 Elsevier Inc. All rights reserved. © 2016. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/. The following publication Teng, F., Chen, Z., Poon, K. T., Zhang, D., & Jiang, Y. (2016). Money and relationships: When and why thinking about money leads people to approach others. Organizational behavior and human decision processes, 137, 58-70 is available at https://doi.org/10.1016/j.obhdp.2016.08.002. |
Appears in Collections: | Journal/Magazine Article |
Files in This Item:
File | Description | Size | Format | |
---|---|---|---|---|
Jiang_Money_And_Relationships.pdf | Pre-Published version | 1.53 MB | Adobe PDF | View/Open |
Page views
138
Last Week
1
1
Last month
Citations as of Mar 24, 2024
Downloads
106
Citations as of Mar 24, 2024
SCOPUSTM
Citations
25
Last Week
0
0
Last month
Citations as of Mar 28, 2024
WEB OF SCIENCETM
Citations
25
Last Week
0
0
Last month
Citations as of Mar 28, 2024
Google ScholarTM
Check
Altmetric
Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.