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Article dans une revue Journal of Economic Psychology (The) Année : 2003

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

Résumé

Managers in the fundraising sector face the constant challenge of solliciting 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. With a large scale field trial, coupled with a donation database from a French charity, we find with a segment-level Bayesian model, a very significant influence of the appeals scale and of 'round' scale values, such as those appearing on common bank notes, on distribution of donations.
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Dates et versions

halshs-00143387, version 1 (25-04-2007)

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  • HAL Id : halshs-00143387 , version 1

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Pierre Desmet, Fred M. Feinberg. Ask and Ye Shall Receive: The Effect of the Appeals Scale on Consumers' Donation Behavior. Journal of Economic Psychology (The), 2003, 24 (3), pp.349-376. ⟨halshs-00143387⟩
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