"The Martyrdom Effect" with CMU's Chris Olivola
Pain and effort are two things we usually prefer to avoid. When it comes to raising money for charity, however, people are surprisingly drawn to painful and effortful fundraisers — witness the popularity of charity marathons or the Ice Bucket Challenge.
Psychologist Chris Olivola discusses the puzzling success of painful-effortful charity fundraisers and how they challenge our understanding of human motivation. He will discuss what his research has revealed about how (and when) pain and effort can boost donations, as well as the limits of this “martyrdom effect” phenomenon. His talk will also consider some of the inefficiencies of the martyrdom effect, and some possible ways to overcome them.
Christopher Olivola is an Assistant Professor of Marketing at the Tepper School of Business, Carnegie Mellon University. Before joining the Tepper School of Business and Carnegie Mellon University, he was a Newton International Fellow in the Behavioural Science Group at the Warwick Business School (WBS), in the UK. His research continues to be funded by the Royal Society and The British Academy. Before moving to England, he received a joint-PhD in psychology and policy from Princeton University. Before Princeton, he received a B.A. in psychology from the University of Chicago. Before that, he spent his pre-adult life growing up on 4 different continents (mostly in developing countries).