Application of compliance techniques to direct-mail requests for charitable donations

Weyant, James M.

doi:10.1002/(sici)1520-6793(199602)13:2<157::aid-mar3>3.0.co;2-e

Cited by 37 publications

(28 citation statements)

References 30 publications

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“…Allison, Messick and Samuelson (1985) found that sending a flyer with a questionnaire actually reduced the amount contributed subsequently. Weyant (1996) found a negative effect of the foot-in-the-door technique in a door-to-door collection for the American Cancer Society.…”

Section: Foot-in-the-doormentioning

confidence: 99%

Generosity and Philanthropy: A Literature Review

Bekkers¹,

2007

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We present an overview of the academic literature on philanthropy, divided in two parts. In part one, we discuss the question of who gives how much; in part two, we discuss the question of why people give. In part one, we survey the literature on characteristics of individuals and households that are related to giving. In part two, we identify eight mechanisms as the most important forces that drive giving: (1) awareness of need; (2) solicitation; (3) costs and benefits; (4) altruism; (5) reputation; (6) psychological benefits; (7) values; (8) efficacy. We evaluate the progress in the almost 500 studies we reviewed and suggest directions for future research on philanthropy.

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Section: Foot-in-the-doormentioning

confidence: 99%

Generosity and Philanthropy: A Literature Review

Bekkers¹,

2007

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“…Direct requests are especially common in the context of charitable giving, which is an important contributor to the economic, social, psychological, and physical well-being of modern societies (Brooks, 2006;Liu & Aaker, 2008). However, many direct requests still fall short of motivating people to give (Schwarzwald, Bizman, & Raz, 1983;Weyant, 1996).…”

Section: Introductionmentioning

confidence: 99%

Mixed reasons, missed givings: The costs of blending egoistic and altruistic reasons in donation requests

Feiler

Tost

Grant

2012

Journal of Experimental Social Psychology

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“…Research in psychology and marketing has long used field experiments in studying charitable giving (for a review, seeWeyant 1996). Influence techniques studied include foot-in-the-door, door-in-the-face, low-ball, and legitimization-of-small-donation.…”

mentioning

confidence: 99%