Money Cues Increase Agency and Decrease Prosociality Among Children: Early Signs of Market-Mode Behaviors

Agata Gąsiorowska , Lan Chaplin , Tomasz Zaleśkiewicz , Sandra Wygrab , Kathleen D. Vohs


People can get most of their needs broadly satisfied in two ways: by close communal ties and by dealings with people in the marketplace. These modes of relating—termed communal and market—often necessitate qualitatively different motives, behaviors, and mind-sets. We reasoned that activating market mode would produce behaviors consistent with it and impair behaviors consistent with communal mode. In a series of experiments, money—the market-mode cue—was presented to Polish children ages 3 to 6. We measured communal behavior by prosocial helpfulness and generosity and measured market behavior by performance and effort. Results showed that handling money (compared with other objects) increased laborious effort and reduced helpfulness and generosity. The effects of money primes were not due to the children’s mood, liking for money, or task engagement. This work is the first to demonstrate that young children tacitly understand market mode and also understand that money is a cue to shift into it.
Author Agata Gąsiorowska (Wydział Zamiejscowy we Wrocławiu)
Agata Gąsiorowska,,
- Wydział Zamiejscowy we Wrocławiu
, Lan Chaplin ()
Lan Chaplin,,
, Tomasz Zaleśkiewicz (Wydział Zamiejscowy we Wrocławiu)
Tomasz Zaleśkiewicz,,
- Wydział Zamiejscowy we Wrocławiu
, Sandra Wygrab (Wydział Zamiejscowy we Wrocławiu)
Sandra Wygrab,,
- Wydział Zamiejscowy we Wrocławiu
, Kathleen D. Vohs ()
Kathleen D. Vohs,,
Journal seriesPsychological Science, ISSN 0956-7976, (A 40 pkt)
Issue year2016
Publication size in sheets0.65
Keywords in Englishmoney, children, helping, generosity, persistence, performance, prosociality, agency, open data, open materials
ASJC Classification3200 General Psychology
Languageen angielski
Psychological Science-2016-Gasiorowska-0956797615620378.pdf 606.96 KB
Score (nominal)45
Publication indicators Scopus SNIP (Source Normalised Impact per Paper): 2016 = 2.833; WoS Impact Factor: 2016 = 5.667 (2) - 2016=6.297 (5)
Citation count*59 (2021-03-06)
Share Share

Get link to the record

* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.
Are you sure?