Can mass fundraising harm your core business? A field experiment on how fundraising affects ticket sales
Maja Adena () and
Steffen Huck ()
Discussion Papers, Research Unit: Economics of Change from WZB Berlin Social Science Center
Some companies engage in mass fundraising - where thousands of recipients are asked to make small donations - in addition to their core business. Via a corpo-rate social responsibility (CSR) channel this may increase sales. However, recent research uncovered significant "ask avoidance" which, if present, could imply that fundraising activities may harm a company's core business. Here we examine how asking for donations affects ticket sales of a publically owned leading opera company. In two large-scale randomized controlled trials with a total of over 50,000 opera visitors, who are asked to donate for a social youth project, we find that donations can crowd out ticket expenditure during a campaign. But for the longer run we observe a precisely estimated null effect.
Keywords: Charitable giving; field experiments; ask avoidance; corporate social responsibility (search for similar items in EconPapers)
JEL-codes: C93 D12 D64 L21 M14 (search for similar items in EconPapers)
New Economics Papers: this item is included in nep-exp
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (1) Track citations by RSS feed
Downloads: (external link)
This item may be available elsewhere in EconPapers: Search for items with the same title.
Export reference: BibTeX
RIS (EndNote, ProCite, RefMan)
Persistent link: https://EconPapers.repec.org/RePEc:zbw:wzbeoc:spii2019304
Access Statistics for this paper
More papers in Discussion Papers, Research Unit: Economics of Change from WZB Berlin Social Science Center Contact information at EDIRC.
Bibliographic data for series maintained by ZBW - Leibniz Information Centre for Economics ().