A long tradition of psychological research has explored the distinction between characteristics that are part self and those lie outside it. Recently, a surge begun examining further distinction. Even among internal to self, people pick out subset as belonging true self. These factors judged making who they really are, deep down. In this paper, we introduce concept identify features distinguish people's understanding from their more generally. particular, consider recent findings is...

Why do people purchase objects that were once owned by celebrities, such as film stars or politicians, and also despised individuals, serial killers notorious dictators? The present studies examine three potential explanations: mere associations, market demands, contagion (the belief these contain some remnants of their previous owners). Results indicate while demands play a role, appears to be the critical factor affecting valuation celebrity possessions. Manipulating degree physical...

Why are original artworks valued more than identical duplicates? The present studies explore 2 mechanisms underlying the special value of artwork: assessment art object as a unique creative act (performance) and degree physical contact with artist (contagion). Across 5 experiments, participants were exposed to hypothetical scenarios in which an was duplicated. type varied across experiments (e.g., painting vs. piece furniture) did circumstances surrounding creation duplicate. Overall,...

It is well established that differences in manufacturing location can affect consumer preferences through lay inferences about production quality. In this article, the authors take a different approach to topic by demonstrating how beliefs contagion (the notion objects may acquire special aura or “essence” from their past) influence perceptions of authenticity for everyday products and brands. Specifically, they find due belief contagion, company's original are viewed as containing essence...

The belief that individuals have a "true self" plays an important role in many areas of psychology as well everyday life. present studies demonstrate people general tendency to conclude the true self is fundamentally good--that is, deep inside every individual, there something motivating him or her behave ways are virtuous. Study 1 finds observers more likely see person's reflected behaviors they deem be morally good than bad. 2 replicates this effect and demonstrates observers' own moral...

Journal Article When Going Green Backfires: How Firm Intentions Shape the Evaluation of Socially Beneficial Product Enhancements Get access George E. Newman, Newman Search for other works by this author on: Oxford Academic PubMed Google Scholar Margarita Gorlin, Gorlin Ravi Dhar Consumer Research, Volume 41, Issue 3, 1 October 2014, Pages 823–839, https://doi.org/10.1086/677841 Published: 15 August 2014

The concept of authenticity informs a number central topics in management studies. On the surface, it might seem that consensus exists about its meaning; there is indeed widespread agreement refers to which "real" or "genuine" "true." Below however, much less agreement; scholars use same lexical term but often approach from different perspectives and apply meanings. This review outlines three fundamental distinct found literature: as (1) consistency between an entity's internal values...

Abstract Past research has identified a number of asymmetries based on moral judgments. Beliefs about (a) what person values, (b) whether is happy, (c) shown weakness will, and (d) deserves praise or blame seem to depend critically participants themselves find the agent's behavior be morally good bad. To date, however, origins these remain unknown. The present studies examine beliefs an “true self” explain observed judgment. Using identical materials from previous in this area, series five...

In four experiments, we found that the presence of self-interest in charitable domain was seen as tainting: People evaluated efforts realized both and personal benefits worse than analogous behaviors produced no benefit. This tainted-altruism effect observed a variety contexts extended to moral evaluations other agents participants' own behavioral intentions (e.g., reported willingness hire someone or purchase company's products). did not seem be driven by expectations profits would at...

People have a fundamental motive to view their social system as just, fair, and good will engage in number of strategies rationalize the status quo (Jost & Banaji, 1994). We propose that one way which individuals may "justify system" is through endorsement essentialist explanations, attribute group differences deep, essential causes. suggest system-justifying motives lead greater explanations because those portray immutable. Study 1 employed an established threat manipulation. found...

Abstract People sometimes explain behavior by appealing to an essentialist concept of the self, often referred as true self. Existing studies suggest that people tend believe self is morally virtuous; deep inside, every person motivated behave in good ways. Is this belief particular individuals with optimistic beliefs or from Western cultures, does it reflect a widely held cognitive bias how understand self? To address question, we tested theory against two potential boundary conditions are...

Abstract The concept of authenticity plays an important role in how people reason about objects, other people, and themselves. However, despite a great deal academic interest this concept, to date, the precise meaning term, authenticity, has remained somewhat elusive. This paper reviews various definitions that have been proposed literature identifies areas convergence. We then outline novel framework organizes existing along two key dimensions: (i) describing type entity is evaluated (ii)...

Perceptions of authenticity (or, inauthenticity) have been shown to affect people’s judgments and behavior across a wide variety domains. However, there is still ambiguity about how the concept should be defined. This attributable, at least in part, growing list different “kinds authenticity” with little discussion potential overlaps between them. The goal this paper reduce these various notions into more manageable set constructs. Building on work Newman Smith (2016a), three broad kinds are...

The world around us presents two fundamentally different forms of patterns: those that appear random and ordered. As adults we appreciate these types patterns tend to arise from very sorts causal processes. Typically, expect that, whereas agents can increase the orderliness a system, inanimate objects cause only increased disorder. Thus, one major division in entities is between are capable “reversing local entropy” not. In present studies find sensitivity unique link order emerges quite...

Abstract Recent work using decontextualized economic games suggests that cooperation is a dynamic decision‐making process: Automatic responses typically support on average, while deliberation leads to increased selfishness. Here, we performed two studies examining how these temporal effects generalize with richer social context cues. Study 1 found time pressure similar extent in played in‐group members and out‐group members. 2 described as competitions collaborations. These results show...

Contagion is a form of magical thinking in which people believe that person's immaterial qualities or essence can be transferred to an object through physical contact. Here we investigate how belief contagion influences the sale celebrity memorabilia. Using data from three high-profile estate auctions, find people's expectations about amount contact between and positively predicts final bids for items belonged well-liked individuals (e.g., John F. Kennedy) negatively disliked Bernard...

Journal Article Closer to the Creator: Temporal Contagion Explains Preference for Earlier Serial Numbers Get access Rosanna K. Smith, Smith (rosanna.smith@yale.edu) is a doctoral candidate, George E. Newman (george.newman@yale.edu) an assistant professor of management and marketing, Ravi Dhar (ravi.dhar@yale.edu) Rogers Clark Professor Management Marketing, Yale School Management, New Haven, CT 06520. Direct correspondence Newman. The authors would like thank Jennifer Savary Liz Friedman...

Altruism is central to organizational and social life, but its motivations are not well understood. We propose a new theoretical distinction that sorts these into two basic types: "giving" indicates prosocial behaviors in which one willingly engages, while "giving in" behavior reluctantly often response pressure or obligation. Unlike those who give, give prefer avoid the situation compels altruism altogether, even if doing so leaves would-be beneficiary empty-handed. review existing...