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hal.structure.identifierDauphine Recherches en Management [DRM]
dc.contributor.authorDesmet, Pierre
dc.date.accessioned2019-08-30T11:00:22Z
dc.date.available2019-08-30T11:00:22Z
dc.date.issued1998
dc.identifier.urihttps://basepub.dauphine.fr/handle/123456789/19605
dc.language.isoenen
dc.subjectexperimentationen
dc.subjectprice scaleen
dc.subjectfundraisingen
dc.subjectframing effectsen
dc.subject.ddc658.8en
dc.subject.classificationjelD.D1.D12en
dc.subject.classificationjelD.D4.D40en
dc.titleModelling reaction to a pricing scale: An application to requests for charitable donationsen
dc.typeCommunication / Conférence
dc.description.abstractenUnderstanding the influence of context on choice is an important goal, one whichmust result in communications giving greater weight to the framework to becreated than to putting forward specific advantages. In this research, we study theinfluence of the price scale proposed to obtain a donation by a mail request on thedonor's behavior. Factors which influence the behavior at the individual level, aspast behavior, are controlled within an experimental frame and several pricescales are tested. The results show that, at the agregate level, the price scale hasonly a small impact on the mailing efficiency. But, with a model explaining thedonation distribution, we demonstrate first the influence of the ‘appeals scale’ ondonor behavior. Second, we show the need for controlling underlyingheterogeneity as past behavior has a far more important role than the scalemodification.en
dc.subject.ddclabelEtudes du consommateuren
dc.relation.ispartofisbn1447-3275en
dc.relation.conftitleAustralian and New Zealand Marketing Academy (ANZMAC) Conferenceen
dc.relation.confdate1998-11
dc.relation.confcityDunedinen
dc.relation.confcountryNew Zealanden
dc.relation.forthcomingnonen
dc.description.ssrncandidatenonen
dc.description.halcandidatenonen
dc.description.readershiprechercheen
dc.description.audienceInternationalen
dc.relation.Isversionofjnlpeerreviewednonen
dc.relation.Isversionofjnlpeerreviewednonen
dc.date.updated2019-08-27T15:57:03Z
hal.author.functionaut


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