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When does it matter how you ask? Cross-subject heterogeneity in framing effects in a charitable donation experiment

Author

Listed:
  • David Fielding

    (Department of Economics, University of Otago, New Zealand)

  • Stephen Knowles

    (Department of Economics, University of Otago, New Zealand)

  • Kirsten Robertson

    (Department of Marketing, University of Otago, New Zealand)

Abstract

In this paper we present results from an experiment that draws on insights from economics on different possible incentives for generosity and insights from social psychology on different possible personality types. Firstly, we test whether the effect of an appeal to a pure altruism motive versus an appeal to a self-interest motive varies across subjects. We find that there is substantial variation, and this variation is strongly correlated with a subject’s level of materialism. Secondly, we test whether spoken appeals and written appeals have different effects. We find no evidence for such a difference. These results have important implications for the fundraising strategies of charities and for experimental design.

Suggested Citation

  • David Fielding & Stephen Knowles & Kirsten Robertson, 2017. "When does it matter how you ask? Cross-subject heterogeneity in framing effects in a charitable donation experiment," Working Papers 1701, University of Otago, Department of Economics, revised Jan 2017.
    • Handle: RePEc:otg:wpaper:1701
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    File URL: http://www.otago.ac.nz/economics/otago633963.pdf
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    References listed on IDEAS

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    Cited by:

    1. David Fielding & Stephen Knowles & Kirsten Robertson, 2017. "Alcohol Expenditure, Generosity and Empathy," Working Papers 1711, University of Otago, Department of Economics, revised Dec 2017.

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    More about this item

    Keywords

    Altruism; Self-Interest; Dictator Game; Materialism;
    All these keywords.

    JEL classification:

    • D64 - Microeconomics - - Welfare Economics - - - Altruism; Philanthropy; Intergenerational Transfers
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior

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