Ask and ye shall receive: The effect of the appeals scale on consumers' donation behavior

Journal of Economic Psychology

Volumn 24, Issue 3, 2003, Pages 349-376

  Desmet, Pierre ^a   Feinberg, Fred M ^b  

^a UNIVERSITÉ PARIS DAUPHINE   (France)

^b UNIVERSITY OF MICHIGAN   (United States)

Author keywords

Bayesian methods; Choice theory; Donation behavior; Framing; Fundraising; Gibbs sampling; Reference dependence

Indexed keywords

EID: 0037729137     PISSN: 01674870     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0167-4870(02)00166-6     Document Type: Article

References (36)

1. Abraham M. Bell R. Encouraging charitable contributions - an examination of three models of door-in-the-face compliance Communication Research 21 2 1994 131-153
2. DeJong W. Oopik A. Effect of legitimizing small contributions and labeling potential donors as 'helpers' on response to a direct mail solicitation for charity Psychological Reports 71 1992 923-928
3. Doob A. McLaughlin D. Request size and donations to a good cause Journal of Applied Social Psychology 19 12 1989 1049-1056
4. Fraser C. Hite R. Sauer P. Increasing contributions in solicitation campaigns: The use of large and small anchor points Journal of Consumer Research 15 September 1988 284-287
5. Gershenfeld N.A. The nature of mathematical modeling (pp. 169-174) 1999 Cambridge University Press Cambridge
6. Geweke J. Bayesian Treatment of the Independent Student-t Linear Model Journal of Applied Econometrics 8 1993 19-40
7. Gönül F. Srinivasan K. Modeling multiple sources of heterogeneity in multinomial logit models: Methodological and managerial issues Marketing Science 12 3 1993 213-229
8. Hardie B.G. Johnson E.J. Fader P.S. Modeling loss aversion and reference dependence effects on brand choice Marketing Science 12 4 1993 378-394
9. Hempel D. Daniel H. Framing dynamics: Measurement issues and perspectives Advances in Consumer Research 20 1993 273-279
10. Kacelnik A. Abreu F.B.E. Risky choice and Weber's Law Journal of Theoretical Biology 194 2 1998 289-298
11. Kahneman D. Tversky A. Prospect theory: An analysis of decision under risk Econometrica 47 1979 263-291
12. Kalyanaram G. Winer R.S. Empirical generalizations from reference price research Marketing Science 14 3 1995 G161-G169
13. Kamakura, W.A., & Russell, G.J. (1989). A probabilistic choice model for market segmentation and elasticity structure. Journal of Marketing Research, 26(November), 379-390
14. Krishna, A., Wagner, M., & Yoon, C. (2001). The effects of extreme-priced products on consumer reservations prices. Working paper, University of Michigan Business School
15. Mayhew G.E. Winer R.S. An empirical analysis of internal and external reference prices using scanner data Journal of Consumer Research 19 1 1992 62-70
16. Meyer R. Johnson E.J. Empirical generalizations in the modeling of consumer choice Marketing Science 14 3 1995 G180-G189
17. Monroe K. Buyers' subjective perceptions of price Journal of Marketing Research 10 February 1973 70-80
18. Payne J. Bettman J. Johnson E. Behavioral decision research: A constructive processing perspective Annual Review of Psychology 43 1992 87-131
19. Raftery A.E. Lewis S.M. The number of iterations, convergence diagnostics and generic metropolis algorithms Gilks Richardson Spiegelhalter (Eds.), Markov chain Monte Carlo in practice 1996 Chapman and Hall London
20. Rajendran K.N. Tellis G.J. Contextual and temporal components of reference price Journal of Marketing 58 1 1994 22-34
21. Reingen P. Test of a list procedure for inducing compliance with a request to donate money Journal of Applied Psychology 67 1 1982 110-118
22. Rockwood T.H. Sangster R.L. Dillman D.A. The effect of response categories on questionnaire answers - context and mode effects Sociological Methods and Research 26 1 1997 118-140
23. Schibrowsky J. Peltier J. Decision frames and direct marketing offers: A field study in a fundraising Context Journal of Direct Marketing 9 1 1995 8-16
24. Schwarz N. Self-reports - how the questions shape the answers American Psychologist 54 2 1999 93-105
25. Schwarz N. Bless H. Bohner G. Harlacher U. Kellenbenz M. Response scales as frames of reference - the impact of frequency-range on diagnostic judgments Applied Cognitive Psychology 5 1 1991 37-49
26. Sherif M. Taub D. Hovland C. Assimilation and contrast effects of anchoring stimuli on judgments Journal of Experimental Psychology 55 2 1958 150-156
27. Silverman B.W. Density estimation for statistics and data analysis 1986 CRC Press
28. Simonson I. Tversky A. Choice in context: Trade-off contrast and extremeness aversion Journal of Marketing Research 29 August 1992 291-295
29. Smith, S. (1980). Giving to charitable organizations: A behavioral review and framework for increasing commitment. In: J. C. Olson (Ed.), Advances in consumer research (Vol. 7, pp. 753-756). Ann Arbor, MI: The Association for Consumer Research
30. Thaler R. Mental accounting and consumer choice Marketing Science 4 Summer 1985 199-214
31. Tversky A. Kahneman D. The framing of decisions and the psychology of choice Science 211 1981 453-458
32. Urbany J. Bearden W. Weilbaker D. The effect of plausible and exaggerated reference prices on consumer perceptions and price search Journal of Consumer Research 15 June 1988 95-110
33. Weyant J. Application of compliance techniques to direct-mail requests for charitable donations Psychology and Marketing 13 2 1996 157-170
34. Weyant J. Smith S. Getting more by asking for less: The effects of request size on donations of charity Journal of Applied Social Psychology 17 4 1987 392-400
35. Zanker J.M. Does motion perception follow Weber Law Perception 24 4 1995 363-372
36. Zollinger M. Le concept du prix de référence dans le comportement du consommateur: d'une revue de la littérature à l'élaboration d'un modèle prix de référence-acceptabilité Recherche et Applications en Marketing 8 2 1993 61-78