
Modelling reaction to a pricing scale: An application to requests for charitable donations
Desmet, Pierre (1998), Modelling reaction to a pricing scale: An application to requests for charitable donations, Australian and New Zealand Marketing Academy (ANZMAC) Conference, 1998-11, Dunedin, New Zealand
View/ Open
Type
Communication / ConférenceDate
1998Conference title
Australian and New Zealand Marketing Academy (ANZMAC) ConferenceConference date
1998-11Conference city
DunedinConference country
New ZealandISBN
1447-3275
Metadata
Show full item recordAbstract (EN)
Understanding the influence of context on choice is an important goal, one whichmust result in communications giving greater weight to the framework to becreated than to putting forward specific advantages. In this research, we study theinfluence of the price scale proposed to obtain a donation by a mail request on thedonor's behavior. Factors which influence the behavior at the individual level, aspast behavior, are controlled within an experimental frame and several pricescales are tested. The results show that, at the agregate level, the price scale hasonly a small impact on the mailing efficiency. But, with a model explaining thedonation distribution, we demonstrate first the influence of the ‘appeals scale’ ondonor behavior. Second, we show the need for controlling underlyingheterogeneity as past behavior has a far more important role than the scalemodification.Subjects / Keywords
experimentation; price scale; fundraising; framing effectsRelated items
Showing items related by title and author.
-
Desmet, Pierre; Feinberg, Fred M. (2003) Article accepté pour publication ou publié
-
Desmet, Pierre (1998-08) Article accepté pour publication ou publié
-
Deschatre, Thomas (2017-12-08) Thèse
-
Desmet, Pierre (2000-01) Article accepté pour publication ou publié
-
Hölder regularity of the normal distance with an application to a PDE model for growing sandpiles. Cannarsa, Piermarco; Giorgieri, Elena; Cardaliaguet, Pierre (2007) Article accepté pour publication ou publié