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Increasing charitable donation intentions with preliminary importance ratings

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  • Russell N. James

    (Texas Tech University)

Abstract

In the question-behavior effect (QBE), making a prediction about one’s behavior moves the behavior in the direction of the prediction. The current experiments explore the use of preliminary questions to increase the pro-social nature of such behavior predictions in both charitable giving and charitable bequests. Initially requesting importance ratings of charitable causes – as compared with simply referencing the charitable causes – significantly increased subsequent donation and bequest intentions to related charities. Requesting additional importance ratings for specific projects of named charities significantly increased subsequent cause importance ratings and donation and bequest intentions for both named and similar unnamed charities. Preliminary importance rating questions were also more effective than otherwise similar preliminary donation intention questions, potentially because of the non-monetary nature and greater malleability of importance ratings. Rather than merely revealing a fixed, underlying donative intent, these results suggest that the elicitation process can alter underlying donation intentions.

Suggested Citation

  • Russell N. James, 2018. "Increasing charitable donation intentions with preliminary importance ratings," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 15(3), pages 393-411, September.
    • Handle: RePEc:spr:irpnmk:v:15:y:2018:i:3:d:10.1007_s12208-018-0206-6
    DOI: 10.1007/s12208-018-0206-6
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    References listed on IDEAS

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    1. Stephan Dickert & Janet Kleber & Daniel Västfjäll & Paul Slovic, 2016. "Mental Imagery, Impact, and Affect: A Mediation Model for Charitable Giving," PLOS ONE, Public Library of Science, vol. 11(2), pages 1-15, February.
    2. Simmons, Carolyn J & Bickart, Barbara A & Lynch, John G, Jr, 1993. "Capturing and Creating Public Opinion in Survey Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(2), pages 316-329, September.
    3. Wendy Liu & Jennifer Aaker, 2008. "The Happiness of Giving: The Time-Ask Effect," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(3), pages 543-557, May.
    4. Liu, Wendy & Aaker, Jennifer L., 2008. "The Happiness of Giving: The Time-Ask Effect," Research Papers 1998, Stanford University, Graduate School of Business.
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    Cited by:

    1. Alice Labban & Corinne Novell & Steven Bauer, 2023. "Examining the impact of mindsets on donation intentions to homelessness charities via parallel serial mediation," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 20(1), pages 225-244, March.
    2. 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.
    3. Beatriz Casais & Sara Santos, 2018. "Corporate Propensity for Long-Term Donations to Non-Profit Organisations: An Exploratory Study in Portugal," Social Sciences, MDPI, vol. 8(1), pages 1-10, December.
    4. Lijun Yin & Ruzhen Mao & Zijun Ke, 2021. "Charity Misconduct on Public Health Issues Impairs Willingness to Offer Help," IJERPH, MDPI, vol. 18(24), pages 1-14, December.

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