Numerical or verbal Information: The effect of comparative information in social comparison on prosocial behavior

Jun Ye, Kun Zhou and Rui Chen

Journal of Business Research, 2021, vol. 124, issue C, 198-211

Abstract: In this research, we examine the influence of different formats of comparative information (numerical information vs. verbal information) across different social comparison situations (downward comparison vs. upward comparison) on individuals’ prosocial behavior. We also investigate the mediating mechanism of perceived discrepancy and the boundary conditions of numeracy and self-concept clarity. Using a field study and four laboratory studies, we demonstrate that numerical comparative information generates greater perceived discrepancy than verbal information, which leads to positive effects on prosocial behavior in downward social comparisons and negative effects on prosocial behavior in upward social comparisons. However, these effects occur only when individuals have high numeracy and low self-concept clarity. The effects are reversed for individuals who are low in numeracy. Theoretical contributions and practical implications are discussed.

Keywords: Social comparison; Numerical information; Verbal information; Prosocial behavior; Perceived discrepancy (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (1)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:124:y:2021:i:c:p:198-211

DOI: 10.1016/j.jbusres.2020.11.053

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