“I Deserve to Help!” Effects of Entitlement and Social Influence Appeals on Prosocial Motivations

Martje van der Heide, Bob Fennis, Koert van Ittersum, Debra Trampe

Research output: Chapter in Book/Report/Conference proceedingConference contributionAcademicpeer-review


Entitlement—a sense that one deserves more than others—typically reduces prosocial motivations. We further investigate this
relationship by considering the interplay between entitlement and social influence appeals. We demonstrate that a consistency appeal
reinforces the negative effect of entitlement on prosocial motivations, while a scarcity appeal fully attenuates it.
Original languageEnglish
Title of host publicationAdvances in Consumer Research
EditorsPage Moreau, Stefano Puntoni
Place of PublicationDuluth, MN
PublisherAssociation for consumer research
Publication statusPublished - 2016

Cite this