Title: The impact of sanction fear on prosocial intentions using the example of clinical training
Authors : Angerer, Alfred
Liberatore, Florian
Hollenstein, Eva
Conference details: EUHEA Conference, Hamburg, 14th to 16th July 2016
Issue Date: 2016
License (according to publishing contract) : Licence according to publishing contract
Type of review: Not specified
Language : English
Subject (DDC) : 150: Psychology
362: Health and social services
Abstract: OBJECTIVES: Prosocial behavior is an action intended to benefit others without getting something in return. In reciprocal relationships such as physician-patient-relationships prosocial behavior may be affected by sanction fear because refusing to engage in such behavior may be penalized in these relationships of dependence. To the best of our knowledge the present study is the first to consider the variable sanction fear within a motivational framework to behave prosocially. The authors suggest that the effect of sanction fear on prosocial behavior may be two-sided. Either sanction fear forces people to engage in prosocial behavior or it provokes reactance resulting in a lower willingness to behave prosocially. Conceptually the authors apply the arousal-cost-reward model to the context of prosocial behavior in reciprocal relationships. The model postulates that after an initial arousal about the need for action the benefits and costs of the requested prosocial action are evaluated and mediate the effect of the arousal on prosocial intentions. In the study the original model is extended to the effect of sanction fear. METHODS: We use the example of the patient’s decision to give consent to clinical training within an inpatient stay to test our conceptual considerations. Clinical training requires patient involvement and includes observation, supervised practice and real case-based teaching. It is carried out during regular medical treatments. Therefore, the request to give consent to clinical training can be defined as a reciprocal relationship. DATA: To test our model empirically we surveyed a quota sampling of the general German population (N =303). Respondents were confronted with a hypothetical decision scenario in which they were asked to give consent or not to allow clinical training during a medical treatment. The variables of the model were gathered using reflective multi-item measures and a mediated-moderated regression analysis was used to analyze the data. RESULTS: The results show that overall sanction fear has a negative effect on the motivation to behave prosocially. This effect is twofold: First, there is a direct negative effect on prosocial behavior. Second, as a moderation variable sanction fear lowers the positive effect of the initial arousal about the need for action on prosocial behavior. The results indicate that sanction fear lowers prosocial intentions within reciprocal relationships. Therefore, the study implicates that organizations and services dependent on prosocial actions should avoid any actions provoking sanction fear among target groups.
Departement: School of Management and Law
Organisational Unit: Winterthur Institute of Health Economics (WIG)
Publication type: Conference other
URI: https://digitalcollection.zhaw.ch/handle/11475/15510
Appears in Collections:Publikationen School of Management and Law

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