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Increasing Contributions in Solicitation Campaigns: The Use of Large and Small Anchorpoints

Author

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  • Fraser, Cynthia
  • Hite, Robert E
  • Sauer, Paul L

Abstract

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Suggested Citation

  • Fraser, Cynthia & Hite, Robert E & Sauer, Paul L, 1988. "Increasing Contributions in Solicitation Campaigns: The Use of Large and Small Anchorpoints," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 284-287, September.
    • Handle: RePEc:oup:jconrs:v:15:y:1988:i:2:p:284-87
    DOI: 10.1086/209166
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    Cited by:

    1. Steffen Altmann & Armin Falk & Paul Heidhues & Rajshri Jayaraman & Marrit Teirlinck, 2019. "Defaults and Donations: Evidence from a Field Experiment," The Review of Economics and Statistics, MIT Press, vol. 101(5), pages 808-826, December.
    2. Grolleau, Gilles & Ibanez, Lisette & Lavoie, Nathalie, 2016. "Cause-related marketing of products with a negative externality," Journal of Business Research, Elsevier, vol. 69(10), pages 4321-4330.
    3. Verhaert, Griet Alice & Van den Poel, Dirk, 2011. "Improving Campaign Success Rate by Tailoring Donation Requests along the Donor Lifecycle," Journal of Interactive Marketing, Elsevier, vol. 25(1), pages 51-63.
    4. Craig E. Landry & Andreas Lange & John A. List & Michael K. Price & Nicholas G. Rupp, 2006. "Toward an Understanding of the Economics of Charity: Evidence from a Field Experiment," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 121(2), pages 747-782.
    5. Supphellen, Magne & Nelson, Michelle R., 2001. "Developing, exploring, and validating a typology of private philanthropic decision making," Journal of Economic Psychology, Elsevier, vol. 22(5), pages 573-603, October.
    6. Adena, Maja & Huck, Steffen & Rasul, Imran, 2014. "Charitable Giving and Nonbinding Contribution-Level Suggestions - Evidence from a Field Experiment," Review of Behavioral Economics, now publishers, vol. 1(3), pages 275-293, May.
    7. 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, Elsevier, vol. 24(3), pages 349-376, June.
    8. Li, Jing, 2023. "I’m feeling lucky: How randomly drawn suggested donations affect donation choice," Economics Letters, Elsevier, vol. 223(C).
    9. Carlota Batres & Sarah S Kramer & Caroline G DeAngelis & Richard Russell, 2019. "Examining the ‘cosmetics placebo effect’," PLOS ONE, Public Library of Science, vol. 14(1), pages 1-8, January.
    10. Diederich, Johannes & Epperson, Raphael & Goeschl, Timo, 2021. "How to Design the Ask? Funding Units vs. Giving Money," Working Papers 0698, University of Heidelberg, Department of Economics.
    11. Davide Pietroni & Sibylla Verdi Hughes, 2016. "Nudge to the future: capitalizing on illusory superiority bias to mitigate temporal discounting," Mind & Society: Cognitive Studies in Economics and Social Sciences, Springer;Fondazione Rosselli, vol. 15(2), pages 247-264, November.
    12. Engelmann, Dirk & Munro, Alistair & Valente, Marieta, 2017. "On the behavioural relevance of optional and mandatory impure public goods," Journal of Economic Psychology, Elsevier, vol. 61(C), pages 134-144.
    13. Craig E. Landry & Andreas Lange & John A. List & Michael K. Price & Nicholas G. Rupp, 2011. "The Hidden Benefits of Control: Evidence from a Natural Field Experiment," NBER Working Papers 17473, National Bureau of Economic Research, Inc.
    14. Indranil Goswami & Oleg Urminsky, 2016. "When should the ask be a nudge? The Effect of Default Amounts on Charitable Donations," Natural Field Experiments 00659, The Field Experiments Website.
    15. Rachel Croson & Americus Reed & Jen Shang, 2007. "We give more: The impact of identity and the mere information effect on donation behavior," Natural Field Experiments 00324, The Field Experiments Website.
    16. Rachel Croson & Jen Shang, 2006. "Field experiments in charitable contribution: The impact of social influence on the voluntary provision of public goods," Natural Field Experiments 00323, The Field Experiments Website.
    17. Jen Shang & Rachel Croson, 2006. "The Impact of Social Comparisons on Nonprofit Fund Raising," Research in Experimental Economics, in: Experiments Investigating Fundraising and Charitable Contributors, pages 143-156, Emerald Group Publishing Limited.
    18. Briers, B.M.E. & Pandelaere, M. & Warlop, L., 2007. "Adding exchange to charity : A reference price explanation," Other publications TiSEM 7b0069ad-8251-4e7d-82ba-a, Tilburg University, School of Economics and Management.
    19. Park, Sohyeon & Yoon, Song Oh, 2022. "The effects of solicitation and target amounts on consumers’ charitable giving decisions," Journal of Business Research, Elsevier, vol. 141(C), pages 279-289.
    20. Briers, Barbara & Pandelaere, Mario & Warlop, Luk, 2007. "Adding exchange to charity: A reference price explanation," Journal of Economic Psychology, Elsevier, vol. 28(1), pages 15-30, January.
    21. John List & Michael Price, 2012. "Charitable Giving Around the World: Thoughts on How to Expand the Pie," Natural Field Experiments 00470, The Field Experiments Website.
    22. De Bruyn, Arnaud & Prokopec, Sonja, 2017. "Assimilation-contrast theory in action: Operationalization and managerial impact in a fundraising context," International Journal of Research in Marketing, Elsevier, vol. 34(2), pages 367-381.

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