Online Fundraising, Self-Image, and the Long-Term Impact of Ask Avoidance

Maja Adena and Steffen Huck

No 86, Rationality and Competition Discussion Paper Series from CRC TRR 190 Rationality and Competition

Abstract: We provide the first field evidence for the role of pure self-image, independent of social image, in charitable giving. In an online fundraising campaign for a social youth project run on an opera ticket booking platform we document how individuals engage in self-deception to preserve their self-image. In addition, we provide evidence on stark adverse long-run effects of the fundraising campaign for ticket sales. \"Avoiding the ask,\" opera customers who faced more insistent online fundraising buy fewer tickets in the following season. Our results suggest that fundraising management should not decide in isolation about their campaigns, even if very successful. Rather broader operational concerns have to be considered.

Keywords: online fundraising; quasi-experiment; self-image (search for similar items in EconPapers)
JEL-codes: C93 D03 D12 D64 L31 (search for similar items in EconPapers)
Date: 2018-03-22
New Economics Papers: this item is included in nep-exp, nep-mkt and nep-pay
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (1)

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Related works:
Working Paper: Online fundraising, self-image, and the long-term impact of ask avoidance (2018)
Working Paper: Online fundraising, self-image, and the long-term impact of ask avoidance (2018)
Working Paper: Online fundraising, self-image, and the long-term impact of ask avoidance (2016)
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Persistent link: https://EconPapers.repec.org/RePEc:rco:dpaper:86

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