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Increasing Contributions in Solicitation Campaigns: The Use of Large and Small Anchorpoints
Cynthia Fraser, Robert E. Hite and Paul L. Sauer
Journal of Consumer Research
Vol. 15, No. 2 (Sep., 1988), pp. 284-287
Published by: Oxford University Press
Stable URL: http://www.jstor.org/stable/2489534
Page Count: 4
You can always find the topics here!Topics: Social psychology, Personality psychology, Charitable giving, Control groups, Revenue, Consumer research, Total revenue, Field experiments, Judgment
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Charitable contribution requests including legitimization of paltry contributions or a large anchorpoint are examined. Results show that a large anchorpoint increases average contributions, legitimization of paltry contributions enhances compliance rates, and the combined use of a large anchorpoint and legitimization of paltry contributions does not significantly alter compliance or contribution sizes.
Journal of Consumer Research © 1988 Oxford University Press