• xmlui.mirage2.page-structure.header.title
    • français
    • English
  • Help
  • Login
  • Language 
    • Français
    • English
View Item 
  •   BIRD Home
  • DRM (UMR CNRS 7088)
  • DRM : Publications
  • View Item
  •   BIRD Home
  • DRM (UMR CNRS 7088)
  • DRM : Publications
  • View Item
JavaScript is disabled for your browser. Some features of this site may not work without it.

Browse

BIRDResearch centres & CollectionsBy Issue DateAuthorsTitlesTypeThis CollectionBy Issue DateAuthorsTitlesType

My Account

LoginRegister

Statistics

Most Popular ItemsStatistics by CountryMost Popular Authors
Thumbnail - Request a copy

Ask and Ye Shall Receive: The Effect of the Appeals Scale on Consumers' Donation Behavior

Desmet, Pierre; Feinberg, Fred M. (2003), Ask and Ye Shall Receive: The Effect of the Appeals Scale on Consumers' Donation Behavior, Journal of Economic Psychology, 24, 3, p. 349-376. http://dx.doi.org/10.1016/S0167-4870(02)00166-6

Type
Article accepté pour publication ou publié
Date
2003
Journal name
Journal of Economic Psychology
Volume
24
Number
3
Publisher
Elsevier
Pages
349-376
Publication identifier
http://dx.doi.org/10.1016/S0167-4870(02)00166-6
Metadata
Show full item record
Author(s)
Desmet, Pierre
Feinberg, Fred M.
Abstract (EN)
Managers in the fundraising and public sectors face the constant challenge of soliciting donations from a population who may or may not have donated before. Rather than merely asking respondents what they wish to donate, it is standard practice to present a set of suggested amounts – the appeals scale – in making donation requests. We study the relationship between what is requested and what is received by incorporating prior donation history into a comprehensive, ‘attraction’-based model of donation behavior. A large-scale field trial, coupled with a unique donation database from a French charity, allows measurement of several distinct appeals scale effects while accounting for underlying heterogeneity in donation behavior. A segment-level Bayesian model for the distribution of donations clarifies the influence of the appeals scale on donor behavior, as well the effect of ‘round’ scale values, such as those appearing on common bank notes. We find that the former effect can account for as much as 12% of overall donation behavior, the latter 7%, and moreover that these effects are essentially additive. Both effects, as well as proximity of scale points to a group-wise reference level, substantially alter the distribution of donations received. The data suggest that donations can be strongly influenced by choosing appropriate quantities to ask for, suggesting avenues for improving the practice of soliciting charitable requests.
Subjects / Keywords
Bayesian Methods; Gibbs Sampling; Framing; reference Dependance; Choice Theory; Donation Behavior; Fundraising
JEL
P46 - Consumer Economics; Health; Education and Training; Welfare, Income, Wealth, and Poverty
M31 - Marketing
H31 - Household
D81 - Criteria for Decision-Making under Risk and Uncertainty
D64 - Altruism; Philanthropy; Intergenerational Transfers
D14 - Household Saving; Personal Finance
D12 - Consumer Economics: Empirical Analysis
C15 - Statistical Simulation Methods: General

Related items

Showing items related by title and author.

  • Thumbnail
    The Impact of Mail Order on Subsequent Donations: An Experiment 
    Desmet, Pierre (1998-08) Article accepté pour publication ou publié
  • Thumbnail
    Modelling reaction to a pricing scale: An application to requests for charitable donations 
    Desmet, Pierre (1998) Communication / Conférence
  • Thumbnail
    The fiscal theory of the price level and sluggish inflation : how important shall the wealth effect be ? 
    Creel, Jérôme; Sterdyniak, Henri (2002) Communication / Conférence
  • Thumbnail
    Convincing consumers to share personal data: double-edged effect of offering money 
    Weydert, Valentine; Desmet, Pierre; Lancelot-Miltgen, Caroline (2020) Article accepté pour publication ou publié
  • Thumbnail
    Opérations participatives des marques : pourquoi et comment faire participer les consommateurs ? De la compréhension des opérations participatives et des motivations des consommateurs à s’y engager à l’analyse de leurs effets sur la marque 
    Reniou, Fanny (2009-12) Thèse
Dauphine PSL Bibliothèque logo
Place du Maréchal de Lattre de Tassigny 75775 Paris Cedex 16
Phone: 01 44 05 40 94
Contact
Dauphine PSL logoEQUIS logoCreative Commons logo