The financial cost of status signaling: Expansive postural displays are associated with a reduction in the receipt of altruistic donations

Abstract

Abstract Models of human altruism suggest that decisions to help are influenced by assessments of both potential recipients' need state and their competence, as high need increases the value of gifts received, and competent recipients can most effectively use and repay gifts. Need and competence are often inversely related, however, raising the question of how altruists weigh these competing sources of information. We examined the impact of a nonverbal display (expansive posture) that, by signaling high status, simultaneously cues both low need and high competence, on actual altruistic behaviors: donations of financial aid to needy individuals. Across three studies using ecologically valid data drawn from a micro-lending charity website, men who displayed expansive posture while requesting aid faced a substantial reduction in the amount of aid they received; this effect held controlling for a range of relevant covariates. These findings demonstrate that: (a) altruists bias their giving toward those in greater need rather those who may be more competent, and (b) subtle nonverbal cues of status influence altruistic decision-making.