We conduct a real-effort task experiment where subjects' performance translates into a donation to a charity. In a within-subjects design we vary the visibility of the donation (no/private/public feedback). Confirming previous studies, we find that subjects' performance increases, that is, they...

This study investigates experimentally whether people in retrospective are self-aware that they engage in status-seeking behavior. Subjects participated in a real-effort task where effort translated into a donation to a charity. Within-subjects we varied the visibility of their performance...

This paper shows how a firm can use non-targeted advertising to exploit consumers' desire for social status. A monopolist sells multiple varieties of a good to consumers who each care about what others believe about his wealth. Advertising allows consumers both to buy different varieties and to...

Commodities do not only serve the purpose of satisfying direct needs in the production and con-sumption process. Some of them can also be used to display social status and to affect the position of an individual in society. This paper addresses the question under which circum-stances...

Italy has an immobile social structure. At the heart of this immobility is the educational system, with its high direct, but especially indirect cost, due to the extremely long time necessary to get a degree and to complete the subsequent school-to-work transition. Such cost prevents the...

Der vorliegende Forschungsbericht ist ein Grundstein für das junge Forschungsfeld "Führung im Kommunikationsmanagement". Im Mittelpunkt steht eine Zusammenfassung der ersten internationalen Studie zu dem Thema mit über 4.000 Befragten aus 23 Ländern. Dabei geht es insbesondere um den...

Drawing on identity and social comparison theories, we propose and test a model of motivation to lead based on two types of self-to-role comparisons (i.e., self-comparisons with specific leaders and with more abstract representations of the leadership role). We propose that these comparisons...