Responses to gift-giving in a business context: An empirical examination

Michael J. Dorsch; Stephen J. Grove; Gregory M. Pickett; Scott W. Kelley

doi:10.2466/pr0.1997.81.3.947

Responses to gift-giving in a business context: An empirical examination

Michael J. Dorsch, Stephen J. Grove, Gregory M. Pickett, Scott W. Kelley

Research output: Contribution to journal › Article › peer-review

3 Scopus citations

Abstract

This study compared ratings of discomfort on the receipt of gifts and intentions to repay gifts between male and female purchasing executives. Significant main effects of sex and years of purchasing experience on discomfort ratings were found. In addition, no significant main effect of sex on intention to repay scores was uncovered. These results suggest that in a business context the giving of gifts to male or female purchasing executives may not be an effective method for influencing future commerce. At the very least, business decision makers need to consider carefully the efficacy of gift-giving as a form of persuasion.

Original language	English
Pages (from-to)	947-955
Number of pages	9
Journal	Psychological Reports
Volume	81
Issue number	3
DOIs	https://doi.org/10.2466/pr0.1997.81.3.947
State	Published - Dec 1997

ASJC Scopus subject areas

Psychology (all)

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abstract = "This study compared ratings of discomfort on the receipt of gifts and intentions to repay gifts between male and female purchasing executives. Significant main effects of sex and years of purchasing experience on discomfort ratings were found. In addition, no significant main effect of sex on intention to repay scores was uncovered. These results suggest that in a business context the giving of gifts to male or female purchasing executives may not be an effective method for influencing future commerce. At the very least, business decision makers need to consider carefully the efficacy of gift-giving as a form of persuasion.",

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AB - This study compared ratings of discomfort on the receipt of gifts and intentions to repay gifts between male and female purchasing executives. Significant main effects of sex and years of purchasing experience on discomfort ratings were found. In addition, no significant main effect of sex on intention to repay scores was uncovered. These results suggest that in a business context the giving of gifts to male or female purchasing executives may not be an effective method for influencing future commerce. At the very least, business decision makers need to consider carefully the efficacy of gift-giving as a form of persuasion.

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Responses to gift-giving in a business context: An empirical examination

Abstract

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