IDEAS home Printed from https://ideas.repec.org/a/spr/irpnmk/v15y2018i1d10.1007_s12208-017-0187-x.html
   My bibliography  Save this article

How proof of previous donations influences compliance with a donation request: three field experiments

Author

Listed:
  • Céline Jacob

    (Université de Bretagne-Sud)

  • Nicolas Guéguen

    (Université de Bretagne-Sud)

  • Gaëlle Boulbry

    (Université de Bretagne-Sud)

Abstract

The purpose of these three experiments was to determine whether the visibility of previous donations to a humanitarian cause influences people’s donation to the same cause. In Study 1, conducted in bakeries, a donation box was placed near the cash register with a message soliciting donations for a humanitarian project. The moneybox was transparent or not. Results show that more donations were placed in the transparent moneybox. Study 2 replicated these findings using face-to-face interaction. In Study 3, participants were solicited at home for a clothing donation, and the research assistant held a bag containing several items of clothing or none. It was reported that more participants donated when they saw several garments in the bag. Social proof is used to explain the results reported, and the practical interest of making visible people’s donations in humanitarian fundraising solicitation is discussed.

Suggested Citation

  • Céline Jacob & Nicolas Guéguen & Gaëlle Boulbry, 2018. "How proof of previous donations influences compliance with a donation request: three field experiments," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 15(1), pages 1-8, March.
  • Handle: RePEc:spr:irpnmk:v:15:y:2018:i:1:d:10.1007_s12208-017-0187-x
    DOI: 10.1007/s12208-017-0187-x
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s12208-017-0187-x
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.

    File URL: https://libkey.io/10.1007/s12208-017-0187-x?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Noah J. Goldstein & Robert B. Cialdini & Vladas Griskevicius, 2008. "A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(3), pages 472-482, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Adalberto Rangone & Luca Busolli, 2021. "Managing charity 4.0 with Blockchain: a case study at the time of Covid-19," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 18(4), pages 491-521, December.
    2. Cheng Hong & Cong Li, 2020. "How to turn lurkers into donors? A study of online social support interactions between nonprofit organizations and their followers," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 17(4), pages 527-547, December.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Alpízar, Francisco & Martinsson, Peter, 2010. "Don’t Tell Me What to Do, Tell Me Who to Follow! - Field Experiment Evidence on Voluntary Donations," Working Papers in Economics 452, University of Gothenburg, Department of Economics.
    2. Nathaniel Geiger, 2022. "Perceptions of Self-Motives and Environmental Activists’ Motives for Pro-Environmental Behavior," Sustainability, MDPI, vol. 14(17), pages 1-12, August.
    3. Ajla Cosic & Hana Cosic & Sebastian Ille, 2018. "Can nudges affect students' green behaviour? A field experiment," Journal of Behavioral Economics for Policy, Society for the Advancement of Behavioral Economics (SABE), vol. 2(1), pages 107-111, March.
    4. Sarah Verdonk & Keri Chiveralls & Drew Dawson, 2017. "Getting Wasted at WOMADelaide: The Effect of Signage on Waste Disposal," Sustainability, MDPI, vol. 9(3), pages 1-17, February.
    5. Wang, Le & Luo, Xin (Robert) & Li, Han, 2022. "Envy or conformity? An empirical investigation of peer influence on the purchase of non-functional items in mobile free-to-play games," Journal of Business Research, Elsevier, vol. 147(C), pages 308-324.
    6. Bartels, Lara & Kesternich, Martin, 2022. "Motivate the crowd or crowd- them out? The impact of local government spending on the voluntary provision of a green public good," ZEW Discussion Papers 22-040, ZEW - Leibniz Centre for European Economic Research.
    7. Gwen-Jiro Clochard & Guillaume Hollard & Julia Wirtz, 2022. "More effort or better technologies? On the effect of relative performance feedback," Bristol Economics Discussion Papers 22/767, School of Economics, University of Bristol, UK.
    8. Arne K. Albrecht & Gianfranco Walsh & Simon Brach & Dwayne D. Gremler & Erica Herpen, 2017. "The influence of service employees and other customers on customer unfriendliness: a social norms perspective," Journal of the Academy of Marketing Science, Springer, vol. 45(6), pages 827-847, November.
    9. Ganserer, Angelika, 2021. "Non-compliance with temporary agency work regulations: Initial evidence from Germany," ZEW Discussion Papers 21-057, ZEW - Leibniz Centre for European Economic Research.
    10. Ming, Yaxin & Deng, Huixin & Wu, Xiaoyue, 2022. "The negative effect of air pollution on people's pro-environmental behavior," Journal of Business Research, Elsevier, vol. 142(C), pages 72-87.
    11. Cui, Chi & Dai, Ming & Alevy, Jonathan, 2025. "The Measurement of Changes in Distributional Preferences," Working Papers 0759, University of Heidelberg, Department of Economics.
    12. Zou, Lili Wenli & Chan, Ricky Y.K., 2019. "Why and when do consumers perform green behaviors? An examination of regulatory focus and ethical ideology," Journal of Business Research, Elsevier, vol. 94(C), pages 113-127.
    13. Han, Heesup & Hyun, Sunghyup Sean, 2018. "What influences water conservation and towel reuse practices of hotel guests?," Tourism Management, Elsevier, vol. 64(C), pages 87-97.
    14. Brown, Zachary & Johnstone, Nick & Haščič, Ivan & Vong, Laura & Barascud, Francis, 2013. "Testing the effect of defaults on the thermostat settings of OECD employees," Energy Economics, Elsevier, vol. 39(C), pages 128-134.
    15. Toshi H. Arimura & Hajime Katayama & Mari Sakudo, 2016. "Do Social Norms Matter to Energy-Saving Behavior? Endogenous Social and Correlated Effects," Journal of the Association of Environmental and Resource Economists, University of Chicago Press, vol. 3(3), pages 525-553.
    16. Petschnig, Martin & Heidenreich, Sven & Spieth, Patrick, 2014. "Innovative alternatives take action – Investigating determinants of alternative fuel vehicle adoption," Transportation Research Part A: Policy and Practice, Elsevier, vol. 61(C), pages 68-83.
    17. Chakravarty, Sujoy & Mishra, Rajan, 2019. "Using social norms to reduce paper waste: Results from a field experiment in the Indian Information Technology sector," Ecological Economics, Elsevier, vol. 164(C), pages 1-1.
    18. Wang, Xinghua & Navarro-Martinez, Daniel, 2023. "Increasing the external validity of social preference games by reducing measurement error," Games and Economic Behavior, Elsevier, vol. 141(C), pages 261-285.
    19. Shunji Oniki & Melaku Berhe & Teklay Negash, 2020. "Role of Social Norms in Natural Resource Management: The Case of the Communal Land Distribution Program in Northern Ethiopia," Land, MDPI, vol. 9(2), pages 1-17, January.
    20. Denis Hilton & Nicolas Treich & Gaetan Lazzara & Philippe Tendil, 2018. "Designing effective nudges that satisfy ethical constraints: the case of environmentally responsible behaviour," Mind & Society: Cognitive Studies in Economics and Social Sciences, Springer;Fondazione Rosselli, vol. 17(1), pages 27-38, November.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:irpnmk:v:15:y:2018:i:1:d:10.1007_s12208-017-0187-x. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.