Let’s Get Serious: Communicating Commitment in Romantic Relationships

Are men or women more likely to confess love first in romantic relationships? And how do men and women feel when their partners say “I love you”? An evolutionary–economics perspective contends that women and men incur different potential costs and gain different potential benefits from confessing love. Across 6 studies testing current and former romantic relationships, we found that although people think that women are the first to confess love and feel happier when they receive such confessions, it is actually men who confess love first and feel happier when receiving confessions. Consistent with predictions from our model, additional studies have shown that men's and women's reactions to love confessions differ in important ways depending on whether the couple has engaged in sexual activity. These studies have demonstrated that saying and hearing “I love you” has different meanings depending on who is doing the confessing and when the confession is being made. Beyond romantic relationships, an evolutionary–economics perspective suggests that displays of commitment in other types of relationships—and reactions to these displays—will be influenced by specific, functional biases

What Are Social Incentives Worth? A Randomized Field Experiment in User Content Generation

Content generation is a critical aspect of user engagement in online communities, yet many platforms face a problem of under-provision. We focus here on the potential of different types of incentives (social and monetary) for stimulating the production of online reviews. Partnering with a Chinese online clothing retailer, we conduct a large-scale randomized field experiment, in which we consider the independent and joint effects of monetary payment and descriptive social norms on the quantity and quality of reviews. We find that money attracts a greater volume of reviews, descriptive social norms attract greater quality, and combining the two yields the greatest benefit in both respects. We discuss the implications of our results for theory and practice, and highlight opportunities for future work in this area

Limitations of Global Norms on Global Conservation: Using Provincial Norms to Motivate Pro-Environmental Behavior

Two field experiments examined the effectiveness of signs requesting hotel guests' participation in an environmental conservation program. Appeals employing descriptive norms (e.g., "the majority of guests reuse their towels") proved superior to a widely used traditional appeal that focused solely on environmental protection. Moreover, normative appeals were most effective when describing group behavior that occurred in the setting that most closely matched consumers' immediate situational circumstances (e.g., "the majority of guests in this room reuse their towels"), which we refer to as provincial norms. Additional experiments conceptually replicate this finding and help elucidate mechanisms driving the effect of provincial norms

Consumer choices: Going green to be seen

What motivates consumers to buy eco-friendly products? Are people’s choices linked to their concern for the environment and thus to be viewed as expressions of altruism, or are motives fragile and self-serving reflections of concern about social status within the community

Intrasexual competition and eating restriction in heterosexual and homosexual individuals

Restrictive eating attitudes and behaviors have been hypothesized to be related to processes of intrasexual competition. According to this perspective, within-sex competition for status serves the adaptive purpose of attracting mates. As such, status competition salience may lead to concerns of mating desirability. For heterosexual women and gay men, such concerns revolve around appearing youthful and thus, thinner. Following this logic, we examined how exposure to high-status and competitive (but not thin or highly attractive) same-sex individuals would influence body image and eating attitudes in heterosexual and in gay/lesbian individuals. Results indicated that for heterosexuals, intrasexual competition cues led to greater body image dissatisfaction and more restrictive eating attitudes for women, but not for men. In contrast, for homosexual individuals, intrasexual competition cues led to worse body image and eating attitudes for gay men, but not for lesbian women. These findings support the idea that the ultimate explanation for eating disorders is related to intrasexual competition

Ovulation, Female Competition, and Product Choice: Hormonal Influences on Consumer Behavior

Recent research shows that women experience nonconscious shifts across dif-ferent phases of the monthly ovulatory cycle. For example, women at peak fertility (near ovulation) are attracted to different kinds of men and show increased desire to attend social gatherings. Building on the evolutionary logic behind such effects, we examined how, why, and when hormonal fluctuations associated with ovulation influenced women’s product choices. In three experiments, we show that at peak fertility women nonconsciously choose products that enhance appearance (e.g., choosing sexy rather than more conservative clothing). This hormonally regulated effect appears to be driven by a desire to outdo attractive rival women. Conse-quently, minimizing the salience of attractive women who are potential rivals sup-presses the ovulatory effect on product choice. This research provides some of the first evidence of how, why, and when consumer behavior is influenced by hormonal factors. Across cultures throughout history, women have con-sistently allocated a large portion of their resources to a very particular class of consumer goods—those that en

Ovulation Leads Women to Perceive Sexy Cads as Good Dads

Why do some women pursue relationships with men who are attractive, dominant, and charming but who do not want to be in relationships—the prototypical sexy cad? Previous research shows that women have an increased desire for such men when they are ovulating, but it is unclear why ovulating women would think it is wise to pursue men who may be unfaithful and could desert them. Using both college-age and community-based samples, in 3 studies we show that ovulating women perceive charismatic and physically attractive men, but not reliable and nice men, as more committed partners and more devoted future fathers. Ovulating women perceive that sexy cads would be good fathers to their own children but not to the children of other women. This ovulatory-induced perceptual shift is driven by women who experienced early onset of puberty. Taken together, the current research identifies a novel proximate reason why ovulating women pursue relationships with sexy cads, complementing existing research that identifies the ultimate, evolutionary reasons for this behavior

An Evolutionary Perspective on Humor: Sexual Selection or Interest Indication?

Are people who are funny more attractive? Or does being attractive lead people to be seen as funnier? The answer may depend on the underlying evolutionary function of humor. While humor has been proposed to signal "good genes," the authors propose that humor also functions to indicate interest in social relationships-in initiating new relationships and in monitoring existing ones. Consistent with this interest indicator model, across three studies both sexes were more likely to initiate humor and to respond more positively and consider the other person to be funny when initially attracted to that person. The findings support that humor dynamics- and not just humor displays-influence romantic chemistry for both men and women, suggesting that humor can ultimately function as a strategy to initiate and monitor social relationships

Old Money, the Nouveaux Riches and Brunhilde's Marriage Strategy

A woman assessing the wealth of a potential husband may observe some, but not all, of his wealth. She may screen, leading to status consumption and wasteful gift giving. The screening activity is costly not only for the potential husband, but also for the woman, as it reduces the wealth of the man she may marry. A sound observable financial background ('old money') benefits the candidate but also the woman, and reduces wasteful status consumption spending. Also, aging and attractiveness of the woman affect the equilibrium conspicuous spending pattern