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Showcase the smiles or the tears? How elicited perspectives determine optimal charity appeal content

Author

Listed:
  • Diogo Hildebrand

    (Baruch College, CUNY)

  • Rhonda Hadi

    (University of Oxford)

  • Sankar Sen

    (Baruch College, CUNY)

Abstract

Some charitable communications employ deprived beneficiary (DB) appeals (showcasing the distressing circumstances of suffering victims), while others feature satiated beneficiary (SB) appeals (depicting the improved state of victims after receiving help). We propose and demonstrate that the relative efficacy of these appeals depends on the perspective viewers are prompted to take. Across three incentive-compatible experiments, we demonstrate that while DB appeals are more effective in increasing donation behavior when an ad evokes a beneficiary-perspective (i.e., asking viewers to imagine how a beneficiary feels), SB appeals are more effective when an ad evokes a self-perspective (i.e., asking viewers to imagine how they themselves would feel if they were in the beneficiary’s position). We also provide evidence for the affect-based mechanism theorized to underlie this basic interaction, and proffer a managerially actionable, ad copy-based moderator.

Suggested Citation

  • Diogo Hildebrand & Rhonda Hadi & Sankar Sen, 2024. "Showcase the smiles or the tears? How elicited perspectives determine optimal charity appeal content," Journal of the Academy of Marketing Science, Springer, vol. 52(6), pages 1805-1819, November.
    • Handle: RePEc:spr:joamsc:v:52:y:2024:i:6:d:10.1007_s11747-024-01013-0
    DOI: 10.1007/s11747-024-01013-0
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    References listed on IDEAS

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