Article ID: | iaor20133863 |
Volume: | 5 |
Issue: | 2 |
Start Page Number: | 163 |
End Page Number: | 178 |
Publication Date: | Jun 2013 |
Journal: | Service Science |
Authors: | Clement Michel, Shehu Edlira, Langmaack Ann-Christin |
Keywords: | behaviour |
In this research paper, we investigate whether direct marketing campaigns that rely on emergencies are a successful strategy for nonprofit services. Prior literature grounded in monetary donations suggests that using direct marketing mailings with an emergency context should lead to a higher intention to donate blood than using mailings that are unrelated to emergencies. Contrary to this suggestion, we argue that mailings with an emergency context do not significantly increase the intention to donate beyond the effect from traditional standard invitation mailings with a rational appeal. To control for selection effects, we conducted a large experimental study (