Be Careful When Using Peer-Influence on Nudging Solicitation: Evidence of Potential Negative Effect from a Sample of Chinese University Students

Wuke Zhang,1 Pengtao Jiang,2,3 Ting Xu,1 Yuchen Ye1 1Business School, Ningbo University, Ningbo, People’s Republic of China; 2Business School, University of Nottingham Ningbo China, Ningbo, People’s Republic of China; 3School of Information Science and Engineering, NingboTech University, Ningbo, People’s Republic of ChinaCorrespondence: Yuchen Ye, Business School, Ningbo University, Ningbo, Zhejiang Province, People’s Republic of China, Tel +86 13335702277, Email yeyuchen200107@163.comPurpose: Peer information is now commonly used in solicitation. However, scholars have long focused on testing its effectiveness on increasing the donation amount without paying attention to its potential negative effects on donors. Thus, the current study employs high vs low peer donation amount (HPDA vs LPDA) information to explore its effect on “how-much-to-donate” decisions and the corresponding neural and psychological reactions at the same time.Participants and Methods: Student samples from a Chinese university and behavioral experiments with the event-related potential (ERP) method were used in this study.Results: The behavioral results are consistent with previous research in which HPDA was positively associated with higher donation levels. ERP results show the mechanisms behind decision-making can be summarized into a cognitive approach represented by cost-benefit analysis and an affective approach represented by reward perception. More surprisingly, in contrast to the behavioral results, LPDA elicits higher level of reward perception than HPDA.Conclusion: The results indicate that although HPDA leads to higher levels of donation, donors do not show higher levels of reward anticipation at the neurological level, indicating the increment of donation may come at the cost of donors. Theoretical and practical implications are also discussed.Keywords: average peer donation amount, event-related potential, ERP, “how-much-to-donate” decision, online donation, solicitation