"Roy, Mom supports you to use money to do business and break out of your great world, because you have had this talent since you were a child, and you were born for it. But if Alice is allowed to donate like this, I'm afraid it won't be long before we will be stretched thin and hungry, what else will you do to realize your dreams?" Fan Xiao moved with affection, knew with reason, praised and intimidated Roy's brainwashing.

Roy was silent for a while, he didn't want to dwell on this issue with his mother, it was difficult for an oriental-minded person to understand the essence of the custom of donating money that prevailed in the West, but after all, as a family member, after thinking about it, he still admonished himself to be more patient, "Mom, to make a long story short, what do you mean?"

Fan Xiao walked behind him, pinched Roy's shoulder, and said slowly: "You can donate less each time, such as dividing 5 million into 100 shares, or into 500 shares, so that even if you donate every day, we can bear it." What's more, compared to ordinary people, we have made much more value for society than them. ”

Seeing that Roy was silent, she continued to persuade: "I think that Alice is really not like words, she doesn't treat our money as her own money at all, she has no benefit except for the chief Zhou Zheng, it is better to take this opportunity to fire her directly, in the future, similar to this kind of charity dinner, charity auction, I will participate in it instead of you, how about it?"

If you are an ordinary person, there is no problem, but if others know that you are going on my behalf, then the label of miser and miser will definitely not be able to escape, so it is better to shirk it.

Roy really didn't know where to start, and his heart was a little broken by Fan Xiao's narrow worldview.

"Mommy, please answer me seriously, do you want to be a rich person who can't spend enough money, or do you want to be a person from a low-income family?"

Fan Xiao slapped Roy on the back and giggled, "Do you need to say this? Of course you have to be rich." Mom is afraid that you will suffer a loss, and finally become a ......"

"-Stop!" Roy interrupted, "I'm really busy, time is limited, don't take the rhythm." Let me ask you again, do you know the difference between the purpose of the rich donating and the poor donating?"

Looking at Roy's serious appearance, Fan Xiao had to get serious, she thought about it carefully, and guessed: "The rich donate for fame? The poor donate because they have compassion?"

Roy was noncommittal and told Fan Xiao the results of an experiment.

Three researchers from the University of British Columbia in Canada and the University of Chicago in the United States have done a study on how to persuade wealthy people to donate.

Prior to this study, many studies had shown that the rich were more selfish. If you have a charity project that needs to be fundraised, you better find someone who doesn't have a particularly high income.

The truth is that not only are the rich reluctant to donate for love, but even the children of the rich are even more reluctant to donate than other children.

In 2015, someone did a study in a kindergarten, and the researchers organized an activity for the children, and the children did something and earned some vouchers that could be used to buy very good gifts.

The researchers told the children that there was another child, who was sick and lying in the hospital, and could not participate in the activity. Would you like to give a little of the vouchers you earn to a sick child?

As a result, children from wealthy families donate fewer vouchers.

The answer is in line with the old saying: mercy is not the main soldier, and righteousness is not the main wealth.

Going back to the original study: if you want the rich to pay for donations, how should you write this advertising slogan?

The researchers did several experiments, and the results were very similar. One of the experiments was to work with a charity that saves children to test it on their donation website.

They tested two advertising slogans – 1. "Let's save a child together" and 2. "You = lifesaver".

As a result, for those high-earners earning more than $90,000 a year, the second ad performed significantly better than the first one.

Roy concluded: "Generally speaking, we think of donation activities as people working together to do a good deed, for a common goal. But if you want to convince a high-income earner to donate, he is not interested in saying 'common goal'. You have to emphasize that this donation is a personal achievement of his. In other words, high-income earners don't save a child for that child, but to add an achievement to themselves that they have 'saved someone'. ”

Fan Xiao couldn't close her mouth in shock: "The rich man's generous donation turned out to be not for love, but for himself?!" Then she shook her head and said, "It's not right, it's not right!"

Roy smiled helplessly, and had to give another example.

Another experiment was conducted at a very prestigious business school in the United States, and the fundraising target was the alumni of the business school, and the advertising slogan of the test was also two sentences: 1. "Take a step forward and start your personal action" and 2. "Let's support a common goal".

"As you can imagine, the first claim was a big hit, with the average person donating $150 more than the second one," Roy said. ”

Fan Xiao frowned slightly, she couldn't accept it at all, the education she received in China since she was a child is that she should put the needs of the collective first, and people should have a little noble sentiment and selfless dedication. Is selfless dedication now a characteristic of low-income earners?

"There are many other examples, like other studies, where some subjects look back at what a major economic outcome you had, like you got a high-paying job, or you made a lot of money. What contributed to that success? Was it because of family or education?

"It turns out that the higher the income, the more emphasis is placed on success because of his own hard work and talent.

"So, do you know why I'm willing to bear the loss of donations, because I'm asking myself to change my stereotypes and take the choices that only the 'rich' do, so that I don't become a low-income person. ”

Fan Xiao suddenly realized, and muttered: "It turns out that you donate money for yourself?!In order to lay a glamorous resume, in order to obtain personal achievements, in order to show your talent!" She then wondered: "Is selfishness the reason for your business success?"

Roy was completely stunned, he didn't expect Fan Xiao's words to be so cold and heart-piercing. It's normal for two people to have differences of opinion, but if they are so opposed, they hurt each other. Roy suppressed his irritability and said in a low voice: "This is because the thinking pattern of high-income people is different from that of low-income people - low-income people are more willing to rely on collective strength and are more willing to rely on each other, and high-income people are more willing to be self-sufficient and solve problems on their own!"

Fan Xiao set off a huge wave in his heart and warned: "Child, it's time for you to turn back, if you go on like this, you will become more and more lonely, and you will eventually spend your life alone and cold!"