메뉴 건너뛰기




Volumn 13, Issue 3, 1999, Pages 55-65

Asking for less to obtain more

(1)  Desmet, Pierre a  

a NONE

Author keywords

[No Author keywords available]

Indexed keywords


EID: 0041724395     PISSN: 10949968     EISSN: None     Source Type: Journal    
DOI: 10.1002/(SICI)1520-6653(199922)13:3<55::AID-DIR4>3.0.CO;2-J     Document Type: Article
Times cited : (9)

References (33)
  • 1
    • 84965435822 scopus 로고
    • Encouraging Charitable Contributions: An Examination of Three Models of Door-in-the-Face Compliance
    • Abrahams, M. and Bell, R. (1994). Encouraging Charitable Contributions: An Examination of Three Models of Door-in-the-Face Compliance. Communication Research, 21, (2), 131-153.
    • (1994) Communication Research , vol.21 , Issue.2 , pp. 131-153
    • Abrahams, M.1    Bell, R.2
  • 2
    • 0002212774 scopus 로고
    • Gift-giving Behaviour
    • Belk, R. (1979). Gift-giving Behaviour. Research in Marketing, 2, 79, 95-126.
    • (1979) Research in Marketing , vol.2 , pp. 79
    • Belk, R.1
  • 3
    • 0039824560 scopus 로고    scopus 로고
    • The Effect of Direct Mail Framing Strategies and Segmentation Variables on University Fundraising Performance
    • Berger, P., and Smith, G. (1997). The Effect of Direct Mail Framing Strategies and Segmentation Variables on University Fundraising Performance. Journal of Direct Marketing, 11 (1), 30-43.
    • (1997) Journal of Direct Marketing , vol.11 , Issue.1 , pp. 30-43
    • Berger, P.1    Smith, G.2
  • 4
    • 0042891361 scopus 로고
    • L'influence des echelles de mesure sur les réponses collectées dans les enquètes
    • Brignier, J.-M. (1991). L'influence des echelles de mesure sur les réponses collectées dans les enquètes. Recherche en Marketing, 6 (1), 1-26.
    • (1991) Recherche en Marketing , vol.6 , Issue.1 , pp. 1-26
    • Brignier, J.-M.1
  • 5
    • 0011268349 scopus 로고
    • Organizational Fundraising: Further Evidence on the Effect of Legitimizing Small Donations
    • Brockner, J., Guzzi, B., Kane, J., Levine, E., and Shaplen, K. (1984). Organizational Fundraising: Further Evidence on the Effect of Legitimizing Small Donations. Journal of Consumer Research, 11 (June), 611-614.
    • (1984) Journal of Consumer Research , vol.11 , Issue.JUNE , pp. 611-614
    • Brockner, J.1    Guzzi, B.2    Kane, J.3    Levine, E.4    Shaplen, K.5
  • 6
    • 0041522516 scopus 로고
    • Increasing Compliance by Legitimizing Paltry Contribution: "When even a Penny Helps
    • Cialdini, R. and Schroeder, D. (1976). Increasing Compliance by Legitimizing Paltry Contribution: "When Even a Penny Helps. Journal of Personality and Social Psychology, 5 (August), 277-283.
    • (1976) Journal of Personality and Social Psychology , vol.5 , Issue.AUGUST , pp. 277-283
    • Cialdini, R.1    Schroeder, D.2
  • 7
    • 0011315696 scopus 로고
    • Effect of Legitimizing Small Contributions and Labeling PotentialDonors as "Helpers" on Response to a Direct Mail Solicitation for Charity
    • DeJong, W. and Oopik, A. (1992). Effect of Legitimizing Small Contributions and Labeling PotentialDonors as "Helpers" on Response to a Direct Mail Solicitation for Charity. Psychological Reports, 71, 923-928.
    • (1992) Psychological Reports , vol.71 , pp. 923-928
    • DeJong, W.1    Oopik, A.2
  • 8
    • 0042023466 scopus 로고    scopus 로고
    • The Impact of Mail Order on Subsequent Donations: An Experiment
    • Desmet, P. (1998). The Impact of Mail Order on Subsequent Donations: An Experiment, Financial Accountability and Management, 14 (3), 203-214.
    • (1998) Financial Accountability and Management , vol.14 , Issue.3 , pp. 203-214
    • Desmet, P.1
  • 9
    • 0011364370 scopus 로고
    • Ask and You Shall Be Given: Request Size and Donations to a Good Cause
    • Doob, A. and McLaughlin, D. (1989). Ask and You Shall Be Given: Request Size and Donations to a Good Cause, Journal of Applied Social Psychology, 19 (12), 1049-1056.
    • (1989) Journal of Applied Social Psychology , vol.19 , Issue.12 , pp. 1049-1056
    • Doob, A.1    McLaughlin, D.2
  • 10
    • 67649171961 scopus 로고
    • Methodologie d'elaboration d'une typologie de clientèle en marketing direct
    • Filser, M. (1990). Methodologie d'elaboration d'une typologie de clientèle en marketing direct. Revue Française du Marketing, 1990/1, 126, 57-66.
    • (1990) Revue Française du Marketing , vol.1990 , Issue.1 , pp. 126
    • Filser, M.1
  • 11
    • 85030068462 scopus 로고    scopus 로고
    • November 19
    • Fondation de France (1997). Etudes citées, La Croix (November 19).
    • (1997) Etudes Citées, la Croix
  • 12
    • 0001214113 scopus 로고
    • Increasing Contributions in Solicitation Campaigns: The Use of Large and Small Anchorpoints
    • Fraser, C., Hite, R., and Sauer, P. (1988). Increasing Contributions in Solicitation Campaigns: The Use of Large and Small Anchorpoints. Journal of Consumer Research, 15 (September), 284-287.
    • (1988) Journal of Consumer Research , vol.15 , Issue.SEPTEMBER , pp. 284-287
    • Fraser, C.1    Hite, R.2    Sauer, P.3
  • 14
    • 21844482607 scopus 로고
    • An Empirical Analysis of Latitude of Price Acceptance in Consumer Packaged Goods
    • Kalyanaram, G. and Little, J. (1994). An Empirical Analysis of Latitude of Price Acceptance in Consumer Packaged Goods, Journal of Consumer Research, 21 (December), 408-418.
    • (1994) Journal of Consumer Research , vol.21 , Issue.DECEMBER , pp. 408-418
    • Kalyanaram, G.1    Little, J.2
  • 15
    • 21844486860 scopus 로고
    • Empirical Generalizations from Reference Price Research
    • Kalyanaram, G. and Winer, R. (1995). Empirical Generalizations from Reference Price Research. Marketing Science, 14 (3), G161-G169.
    • (1995) Marketing Science , vol.14 , Issue.3
    • Kalyanaram, G.1    Winer, R.2
  • 16
    • 0002830368 scopus 로고
    • Contrast Effects in Consumer Judgments: Change in Mental States or Rating Scales?
    • Lynch, J., Chakravarty, D. and Mitra, A. (1991). Contrast Effects in Consumer Judgments: Change in Mental States or Rating Scales? Journal of Consumer Research, 18, 284-297.
    • (1991) Journal of Consumer Research , vol.18 , pp. 284-297
    • Lynch, J.1    Chakravarty, D.2    Mitra, A.3
  • 18
    • 0001432223 scopus 로고
    • Framing Effects on Buyers' Subjective Product Evaluations
    • Monroe, K., and Chapman, J. (1987). Framing Effects on Buyers' Subjective Product Evaluations. Advances in Consumer Research, 14, 193-197.
    • (1987) Advances in Consumer Research , vol.14 , pp. 193-197
    • Monroe, K.1    Chapman, J.2
  • 19
    • 0001711046 scopus 로고
    • Measuring Price Threshold by Psychophysics and Latitudes of Acceptance
    • Monroe, K. (1971). Measuring Price Threshold by Psychophysics and Latitudes of Acceptance. Journal of Marketing Research, 8 (November), 460-464.
    • (1971) Journal of Marketing Research , vol.8 , Issue.NOVEMBER , pp. 460-464
    • Monroe, K.1
  • 20
    • 11944264938 scopus 로고
    • Behavioral Decision Research: A Constructive Processing Perspective
    • Payne, J., Bettman, J. and Johnson, E. (1992). Behavioral Decision Research: A Constructive Processing Perspective. Annual Review of Psychology, 43, 87-131.
    • (1992) Annual Review of Psychology , vol.43 , pp. 87-131
    • Payne, J.1    Bettman, J.2    Johnson, E.3
  • 21
    • 0000120930 scopus 로고
    • The Framing of Buying Decision
    • Puto, C. (1987). The Framing of Buying Decision, Journal of Consumer Research, 14 (December), 301-315.
    • (1987) Journal of Consumer Research , vol.14 , Issue.DECEMBER , pp. 301-315
    • Puto, C.1
  • 22
    • 0011307728 scopus 로고
    • Legitimizing Paltry Contribution: On the Spot versus Mail-in Requests
    • Reeves, R., Macolini, R. and Martin, R. (1987). Legitimizing Paltry Contribution: On the Spot versus Mail-in Requests. Journal of Applied Social Psychology, 17 (8), 731-738.
    • (1987) Journal of Applied Social Psychology , vol.17 , Issue.8 , pp. 731-738
    • Reeves, R.1    Macolini, R.2    Martin, R.3
  • 23
    • 0011307729 scopus 로고
    • Test of a List Procedure for Inducing Compliance with a Request to Donate Money
    • Reingen, P. (1982). Test of a List Procedure for Inducing Compliance with a Request to Donate Money. Journal of Applied Psychology, 67 (1), 110-118.
    • (1982) Journal of Applied Psychology , vol.67 , Issue.1 , pp. 110-118
    • Reingen, P.1
  • 24
    • 0038044961 scopus 로고
    • Decision Frames and Direct Marketing Offers: A Field Study in a Fundraising Context
    • Schibrowsky, J. and Peltier, J. (1995). Decision Frames and Direct Marketing Offers: A Field Study in a Fundraising Context. Journal of Direct Marketing, 9 (1), 8-16.
    • (1995) Journal of Direct Marketing , vol.9 , Issue.1 , pp. 8-16
    • Schibrowsky, J.1    Peltier, J.2
  • 25
    • 0000275661 scopus 로고
    • Choice in Context Trade-oft Contrast and Extremeness Aversion
    • Simonson, I., and Tversky, A. (1992). Choice in Context Trade-oft Contrast and Extremeness Aversion, Journal of Marketing Research, 29, (August), 291-295.
    • (1992) Journal of Marketing Research , vol.29 , Issue.AUGUST , pp. 291-295
    • Simonson, I.1    Tversky, A.2
  • 26
    • 0019392722 scopus 로고
    • The Framing of Decisions and the Psychology of Choice
    • Tversky, A., and Kahneman, D. (1981). The Framing of Decisions and the Psychology of Choice. Science, 211, 453-458.
    • (1981) Science , vol.211 , pp. 453-458
    • Tversky, A.1    Kahneman, D.2
  • 27
    • 0002115553 scopus 로고
    • Consumer Normal Price Estimation Market versus Personal Standards
    • Urbany, J., and Dickson, P. (1991). Consumer Normal Price Estimation Market versus Personal Standards. Journal of Consumer Research, 18 (June), 45-51.
    • (1991) Journal of Consumer Research , vol.18 , Issue.JUNE , pp. 45-51
    • Urbany, J.1    Dickson, P.2
  • 28
    • 0002658640 scopus 로고
    • The Effect of Plausible and Exaggerated Reference Prices on Consumer Perceptions and Price Search
    • Urbany, J., Bearden, W. and Weilbaker, D. (1988). The Effect of Plausible and Exaggerated Reference Prices on Consumer Perceptions and Price Search. Journal of Consumer Research, 15 (June), 95-110.
    • (1988) Journal of Consumer Research , vol.15 , Issue.JUNE , pp. 95-110
    • Urbany, J.1    Bearden, W.2    Weilbaker, D.3
  • 29
    • 0011322779 scopus 로고
    • Applying Social Psychology to Induce Charitable Donations
    • Weyant, J. (1984). Applying Social Psychology to Induce Charitable Donations. Journal of Applied Psychology, 14 (5), 441-447.
    • (1984) Journal of Applied Psychology , vol.14 , Issue.5 , pp. 441-447
    • Weyant, J.1
  • 30
    • 0030304141 scopus 로고    scopus 로고
    • Application of Compliance Techniques to Direct-mail Requests for Charitable Donations
    • Weyant, J. (1996). Application of Compliance Techniques to Direct-Mail Requests for Charitable Donations, Psychology and Marketing, 13 (2), 157-170.
    • (1996) Psychology and Marketing , vol.13 , Issue.2 , pp. 157-170
    • Weyant, J.1
  • 31
    • 0011353748 scopus 로고
    • Getting More by Asking for Less: The Effects of Request Size on Donations of Charity
    • Weyant, J. and Smith, S. (1987). Getting More by Asking for Less: The Effects of Request Size on Donations of Charity. Journal of Applied Social Psychology, 17 (4), 392-400.
    • (1987) Journal of Applied Social Psychology , vol.17 , Issue.4 , pp. 392-400
    • Weyant, J.1    Smith, S.2
  • 32
    • 85030071955 scopus 로고
    • Modèles de prix pour les produits nouveaux: L'apport de la notion de structure de prix
    • Zollinger, M. (1984). Modèles de prix pour les produits nouveaux: l'apport de la notion de structure de prix, Revue Française du Marketing, 97 (1), 43-60.
    • (1984) Revue Française du Marketing , vol.97 , Issue.1 , pp. 43-60
    • Zollinger, M.1
  • 33
    • 0012822112 scopus 로고
    • Le concept du prix de reference dans le comportement du consomnnateur: D'une revue de la littérature à l'elaboration d'un modèle prix de référence-accepabilité
    • Zollinger, M. (1993). Le concept du prix de reference dans le comportement du consomnnateur: d'une revue de la littérature à l'elaboration d'un modèle prix de référence-accepabilité, Recherche et Applications en Marketing, 8 (2), 61-78.
    • (1993) Recherche et Applications en Marketing , vol.8 , Issue.2 , pp. 61-78
    • Zollinger, M.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.