Webpage design is an important factor in the capturing of new donor populations and increasing charitable giving. Charities often use emotional appeals when soliciting donations but little is known about the effects of embedding different verbal triggers directly into donation buttons. The aim of this study was to investigate the effects of three emotional triggers on donor compliance, donation amount and trust in the charity. A between-groups experimental design was used to test six hypotheses regarding the impact of social approval, empowerment, and guilt on donor compliance, donation amount and trust in the charity. Eighty students completed the research protocol using a simulated online donating platform. The hypotheses were not supported and the implications of the findings are discussed within the context of the strengths and limitations of the research design.

Thesis (Ph. D.)--University of Missouri-Columbia, 2002. / Typescript. Vita. Includes bibliographical references (leaves 144-152). Also available on the Internet.

Thesis (Ph. D.)--University of Missouri-Columbia, 2002. / Typescript. Vita. Includes bibliographical references (leaves 144-152). Also available on the Internet.

In this dissertation, I explore how economic decisions diverge for different age groups. Two essays address the location decisions of older households while the third examines why different age cohorts donate to charities. The first essay estimates how the age distribution of the population across cities will change as the number of older adults rises. I use a residential sorting model to estimate the location preference heterogeneity between younger and older households. I then simulate where the two household types will live in 2030. All MSAs end up with a higher proportion of older households in 2030, and only eight of 243 MSAs experience a decline in the number of older households. The results suggest that MSAs in upstate New York and on the west coast, particularly in California, will have the largest number of older households in 2030. Florida will remain a popular place for older households, but its relative importance may diminish in the future. The second essay explores whether the basic motivations for charitable giving differ by age cohort. Using the results from a randomized field experiment, I test whether benefits to self or benefits to others drives the charitable giving decision for each age cohort. I find limited heterogeneity for benefits to self. Individuals between the ages of 50 and 64 increase average donations more than any other age cohort in response to emphasizing warm glow, and this heterogeneity is exclusively driven by larger conditional gifts. The third essay is preliminary joint work with H. Spencer Banzhaf and Carlianne Patrick. We build a unique data set of local homestead exemptions, which vary by generosity and eligibility requirements, for tax jurisdictions in Georgia. Using school-district-level Census data since 1970 along with the history of such exemptions, we will explore the impact of these exemptions, particularly exemptions targeting older households, on the demographic makeup of each jurisdiction and consider the impact of these laws on the relative levels of housing capital consumed by older and younger households.

Indiana University-Purdue University Indianapolis (IUPUI) / How is charitable giving influenced by other donors’ charitable giving? Do people give more in the presence of other donors who are similar to themselves? Most research suggests that individuals are positively influenced by others who are similar across a variety of behaviors. In the charitable giving contexts, people are more likely to donate (or donate more) to the same cause if others who are similar donate. Yet, prior research has paid little attention to potential non-linear effects of similarity on charitable giving. Is there a certain amount of similarity that is too much? My dissertation investigates this research question through two different methodological approaches, a systematic literature review and an experimental study. The findings suggest the curvilinear effects of similarity on charitable giving (i.e. self-other oversimilarity hypothesis); that is, individuals are more likely to donate (and donate more) in the presence of other generous donors who are moderately similar to themselves. Yet, individuals are less likely to donate (and donate) less in the presence of other generous donors who are in high similarity to themselves. In other words, too much similarity between donors may actually backfire in charitable giving contexts when others give generously. This dissertation consists of a brief overview of similarity (Chapter 1), a systematic literature review (Chapter 2), an experimental study (Chapter 3) and a research proposal (Chapter 4). Chapter 1 in this dissertation identifies the importance of similarity in social relationships. Chapter 2 investigates the effects of similarity on charitable giving and identifies the literature gap. Chapter 3 attempts to fill the gap via developing and testing self-other oversimilarity hypothesis. It further offers practical implications for nonprofit fundraising practices on how to apply similarity between donors to motivate more funding. In order to provide additional empirical evidence that may contribute to theory and practice, and to address certain limitations of the current experimental study, Chapter 4 proposes a new research project to further test self-other oversimilarity hypothesis in the presence of a stingy donor.

Indiana University-Purdue University Indianapolis (IUPUI) / This two-article, mixed-methods dissertation examines social contextual influences on donor and fundraiser behavior. It presents an extension of the Charitable Triad Model to conceptualize philanthropic behavior as a contextualized act informed by the social context shared among and between fundraisers, donors, beneficiaries, and organizations. The first article extends research on how social identity shapes donor behavior. This work finds that people are more likely to donate when they share identities, experiences, or group affiliations with beneficiaries. However, donors make philanthropic decisions in the context of multiple—and sometimes incongruent—identities. How might this complexity affect philanthropic behavior? I apply an intersectional approach to consider donors holding two simultaneous yet seemingly incongruent social identities. Using interviews analyzed with grounded theory, I examine the philanthropic journey of twenty Catholic women who donate to pro-choice organizations and identify as pro-choice activists. I uncover a common process shared by the donors as they navigate their seemingly incompatible identities. Findings reveal implications for fundraisers seeking to understand donors and for organizations that address controversial causes. The second article uses an experimental design with professional fundraisers to test how the presence of a teammate affects the performance of a common fundraising task, that of writing a charitable appeal letter. A large body of research in non-fundraising domains finds that working in a team versus alone can positively affect performance and team members’ satisfaction. Further, new research finds that fundraisers who feel like they fit with their environment have higher satisfaction and retention. However, no known research has examined the role of the social environment in fundraisers’ crafting of charitable appeals. Using person-environment-fit theory, we randomly assign fundraisers to work in a team versus alone to examine how this affects their satisfaction with the task, as well as the content of the letter produced. Results suggest implications for the management of development teams. Overall, this dissertation provides evidence-based insights to improve fundraising practice.

Indiana University-Purdue University Indianapolis (IUPUI) / Rising economic inequality has become a widespread trend and concern in recent decades. Economic inequality is often associated with pernicious consequences such as a decrease in individual health and social cohesion and an increase in political conflicts. Does economic inequality have a negative association with prosocial behavior, like many other aspects of inequality? To answer this question, this dissertation investigates the relationship between economic inequality and prosocial behavior, particularly charitable giving, by conducting three empirical studies. The first study is a meta-analysis on the overall relationship between economic inequality and prosocial behavior. Results from 192 effect sizes in 100 studies show that there is a general small, negative relationship between economic inequality and different forms of prosocial behavior. Moderator tests demonstrate that social context, the operationalization of prosocial behavior, the operationalization of economic inequality, and average age of participants significantly moderate the relationship between economic inequality and prosocial behavior. The second study differentiates between redistributive and non-redistributive charitable causes and examines how income inequality is associated with charitable giving to these two causes in China. Using synthesized data from the China Labor-force Dynamics Survey (CLDS) and official data, this study shows that income inequality has no significant relationship with charitable giving to redistributive causes, but it has a negative association with charitable giving to non-redistributive causes. Of the four moderators, only education significantly moderates the relationship between income inequality and redistributive giving. The third study tests whether and how government social spending mediates the relationship between income inequality and charitable giving. Using the US county level panel data, this study finds there is no significant relationship between income inequality and government social spending as well as between government social spending and charitable giving. Thus, government social spending does not significantly mediate the relationship between income inequality and charitable giving. However, income inequality has a robustly and significantly negative relationship with charitable giving. In sum, this dissertation furthers our understanding of the relationship between economic inequality and prosocial behavior, especially charitable giving. Given the higher economic inequality facing many countries, it is a timely dissertation and has important practical implications.

京都大学 / 新制・課程博士 / 博士(経営科学) / 甲第24769号 / 経営博第24号 / 新制||経営||5(附属図書館) / 京都大学大学院経営管理教育部経営科学専攻 / (主査)准教授 HAN Hyun Jeong, 教授 原 良憲, 教授 山田 仁一郎, 教授 若林 靖永 (佛教大学) / 学位規則第4条第1項該当 / Doctor of Philosophy in Management Science / Kyoto University / DFAM

Tax credits are very popular and the support for them is very high, but do they actually succeed in having their intended effect? In this thesis I explore if the Swedish tax credit on charitable giving, which was in effect between the years 2012 and 2015, influenced charitable giving. The Swedish tax credit meant that you could deduct 25% of the amount donated if the organization was approved by the Swedish Tax Agency. This is done using a difference-in- difference method, comparing donations to the organizations which got approved by the Swedish Tax Agency and the organizations which did not. I find no evidence that the tax credit on charitable giving influenced charitable giving in Sweden, but because of the large confidence interval it is difficult to interpret the actual size of the tax credit. The tax credit could have an effect on charitable giving, but this thesis could not find it.

This dissertation develops models of charitable giving in the presence of uncertainty. The model of chapter 2 studies a two-stage signaling game of charitable donations with two players: a charity manager and a wealthy donor. A representative charity manager, who is perfectly informed, collects a donation from a representative donor, who has imperfect information about the manager's types. The manager uses the donation to produce a public good, and in the process decides whether to create waste in order to obtain a personal gain. I solve for separating and pooling sequential equilibria of the game, and employ the Intuitive Criterion of Cho & Kreps (1987) as a refinement to deal with the problem of multiple equilibria. I find that there exists no fully separating equilibrium in which the donor can discern all possible manager types. In addition, the results suggest that the amount of the initial donation may help the donor to induce the manager to reveal his true type. In chapter 3, I analyze the effect of competitive pressures in the philanthropic sector. I find evidence in support of market systems acting as a disciplining device, which induces the manager to play strategies that increase social welfare. Chapter 4 uses an alternative to expected utility theory, known as Choquet expected utility, to model the interaction between a wealthy donor and a charity manager in the presence of uncertainty. / Economics