Philanthropic Campaigns and Customer Behavior: Field Experiments on an Online Taxi Booking Platform

References

• Acquisti A, Varian HR (2005) Conditioning prices on purchase history. Marketing Sci. 24(3):367–81.Link, Google Scholar
• Advertising Age (2003) (July 28) Cause marketing: After two decades of growth, the $1 billion spending mark is in sight (July 28).Google Scholar
• Ailawadi K, Harlam B, Cesar J, Trounce D (2006) Promotion profitability for a retailer: The role of promotion, brand, category, and store characteristics. J. Marketing Res. 43(4):518–535.Crossref, Google Scholar
• Andreoni J (1990) Impure altruism and donations to public goods: A theory of warm-glow giving. Econom. J. 100(June):464–477.Google Scholar
• Andreoni J, Payne AA (2013) Charitable giving. Auerbach A, Chetty R, Feldstein M, Saez E, eds. Handbook of Public Economics, Vol. 5, Chap. 1 (North-Holland, Amsterdam), 1–50.Crossref, Google Scholar
• Angrist JD, Pischke JS (2009) Mostly Harmless Econometrics: An Empiricist’s Companion (Princeton University Press, Princeton, NJ).Crossref, Google Scholar
• Anik L, Norton MI, Ariely D (2014) Contingent match incentives increase donations. J. Marketing Res. 51(6):790–801.Crossref, Google Scholar
• Aribarg A, Arora N (2008) Brand portfolio promotions. J. Marketing Res. 45(4):391–402.Crossref, Google Scholar
• Ariely D, Bracha A, Meier S (2009) Doing good or doing well? Image motivation and monetary incentives in behaving prosocially. Amer. Econom. Rev. 99(1):544–555.Crossref, Google Scholar
• Arnett DB, German SD, Hunt SD (2003) The identity salience model of relationship marketing success: The case of non-profit marketing. J. Marketing 67(2):89–105.Crossref, Google Scholar
• Arora N, Henderson T (2007) Embedded premium promotion: Why it works and how to make it more effective. Marketing Sci. 26(4):514–531.Link, Google Scholar
• Barone MJ, Roy T (2010) Does exclusivity always pay off? Exclusive price promotions and consumer response. J. Marketing 74(2):121–132.Crossref, Google Scholar
• Bartling B, Weber RA, Yao L (2015) Do markets erode corporate social responsibility? Quart. J. Econom. 130(1):219–266.Crossref, Google Scholar
• Bénabou R, Tirole J (2006) Incentives and prosocial behavior. Amer. Econom. Rev. 96(5):1652–1678.Crossref, Google Scholar
• Besley T, Ghatak M (2005) Competition and incentives with motivated agents. Amer. Econom. Rev. 95(3):616–636.Crossref, Google Scholar
• Blattberg RC, Neslin SA (1990) Sales Promotions: Concepts, Methods and Strategies (Prentice Hall, Englewood Cliffs, NJ).Google Scholar
• Bode C, Singh J, Rogan M (2015) Corporate social initiatives and employee retention. Organ. Sci. 26(6):1702–1720.Link, Google Scholar
• Bronn PS, Vrioni AB (2001) Corporate social responsibility and cause-related marketing: An overview. Internat. J. Advertising 20(2):207–222.Crossref, Google Scholar
• Brown TJ, Dacin PA (1997) The company and the product: Corporate associations and consumer product responses. J. Marketing 61(1):68–84.Crossref, Google Scholar
• Burbano VC (2016) Social responsibility messages and worker wage requirements: Field experimental evidence from online labor marketplaces. Organ. Sci. 27(4):1010–1028.Link, Google Scholar
• Carson RT (2012) Contingent valuation: A practical alternative when prices aren’t available. J. Econom. Perspect. 26(4):27–42.Crossref, Google Scholar
• Charness G, Fehr E (2015) From the lab to the real world. Science 350(6260):512–513.Crossref, Google Scholar
• Charness G, Gneezy U, Kuhn M (2013) Experimental methods: Extra-laboratory experiments—Extending the reach of experimental economics. J. Econom. Behav. Organ. 91:93–100.Crossref, Google Scholar
• Chatterji AK, Findley MG, Jensen NM, Meier S, Nieldson D (2016) Field experiments in strategy research. Strategic Management J. 37(1):116–132.Crossref, Google Scholar
• Cone Communications (2015) Cone Communications/Ebiquity global CSR study, http://www.conecomm.com/ 2015-global-csr-study.Google Scholar
• Cuypers IRP, Koh PS, Wang H (2016) Sincerity in corporate philanthropy, stakeholder perceptions and firm value. Organ. Sci. 27(1):173–188.Link, Google Scholar
• Desvousges WH, Johnson FR, Dunford RW, Hudson SP, Wilson KN, Boyle KJ (1993) Measuring natural resource damages with contingent valuation: Tests of validity and reliability. Hausamn J, ed. Contingent Valuation: A Critical Assessment (North-Holland, Amsterdam), 91–164.Crossref, Google Scholar
• Devinney TM, Auger P, Eckhardt GM (2010) The Myth of the Ethical Consumer (Cambridge University Press, Cambridge, UK).Google Scholar
• Du S, Bhattacharya CB, Sen S (2011) Corporate social responsibility and competitive advantage: Overcoming the trust barrier. Management Sci. 57(9):1528–1545.Link, Google Scholar
• Eccles RG, Ioannou I, Serafeim G (2014) The impact of corporate sustainability on organizational processes and performance. Management Sci. 60(11):2835–2857.Link, Google Scholar
• Elfenbein DW, McManus B (2010) A greater price for a greater good? Evidence that consumers pay more for charity-linked products. Amer. Econom. J. Econom. Policy 2(2):28–60.Crossref, Google Scholar
• Elfenbein DW, Fisman R, McManus B (2012) Charity as a substitute for reputation: Evidence from an online marketplace. Rev. Econom. Stud. 79(4):1441–1468.Crossref, Google Scholar
• Erat S, Gneezy U (2011) White lies. Management Sci. 58(4):723–733.Link, Google Scholar
• Gneezy A, Gneezy U, Nelson LD, Brown A (2010) Shared social responsibility: A field experiment in pay-what-you-want pricing and charitable giving. Science 329(5989):325–327.Crossref, Google Scholar
• Gneezy U, Imas A, Madarasz K (2014) Conscience accounting: Emotion dynamics and social behavior. Management Sci. 60(11):2645–2658.Link, Google Scholar
• Goldstein NJ, Cialdini RB, Griskevicius V (2008) A room with a viewpoint: Using social norms to motivate environmental conservation in hotels. J. Consumer Res. 35(3):472–482.Crossref, Google Scholar
• Grant AM, Hofmann DA (2011) It’s not all about me: Motivating hand hygiene among health care professionals by focusing on patients. Psych. Sci. 22(12):1494–1499.Crossref, Google Scholar
• Hainmueller J, Hiscox MJ (2012a) Buying green? Field experimental tests of consumer support for environmentalism. Working paper, Stanford University, Stanford, CA.Crossref, Google Scholar
• Hainmueller J, Hiscox MJ (2012b) The socially conscious consumer? Field experimental tests of consumer support for fair labor standards. Working paper, Stanford University, Stanford, CA.Crossref, Google Scholar
• Hainmueller J, Hiscox MJ, Sequeira S (2015) Consumer demand for fair trade: Evidence from a multistore field experiment. Rev. Econom. Statist. 97(2):242–256.Crossref, Google Scholar
• Harrison GW, List JA (2004) Field experiments. J. Econom. Literature 42(4):1009–1055.Crossref, Google Scholar
• Henderson T, Arora N (2010) Promoting brands across categories with a social cause: Implementing effective embedded premium programs. J. Marketing 74(6):41–60.Crossref, Google Scholar
• Henisz W, Dorobantu S, Nartey L (2014) Spinning gold: The financial returns to external stakeholder engagement. Strategic Management J. 35(12):1727–1748.Crossref, Google Scholar
• Hirshleifer D, Jian M, Zhang H (2018) Superstition and financial decision making. Management Sci. 64(1):235–252.Link, Google Scholar
• Hiscox MJ, Broukhim M, Litwin C (2011) Consumer demand for fair trade: New evidence from a field experiment using eBay auctions of fresh roasted coffee. Working paper, Harvard University, Cambridge, MA.Google Scholar
• Hoeffler S, Keller KL (2002) Building brand equity through corporate societal marketing. J. Public Policy Marketing 21(1):78–89.Crossref, Google Scholar
• Hossain T, Li KK (2014) Crowding out in the labor market: A prosocial setting is necessary. Management Sci. 60(5):1148–1160.Link, Google Scholar
• Hsee CK, Rottenstreich Y (2004) Music, pandas, and muggers: On the affective psychology of value. J. Experiment. Psych. General 133(1):23–30.Crossref, Google Scholar
• Hull CE, Rothenberg S (2008) Firm performance: The interactions of corporate social performance with innovation and industry differentiation. Strategic Management J. 29(7):781–789.Crossref, Google Scholar
• IEG (2015) Sponsorship spending report: Where the dollars are going and trends for 2015. Accessed March 2, 2016, http://www.sponsorship.com/IEG/files/4e/4e525456-b2b1-4049-bd51-03d9c35ac507.pdf.Google Scholar
• Imas A (2014) Working for the warm glow: On the benefits and limits of prosocial incentives. J. Public Econom. 114:14–18.Crossref, Google Scholar
• Kahneman D, Ritov I, Schkade D (1999) Economic preferences or attitude expressions? An analysis of dollar responses to public issues. J. Risk Uncertainty 19(1):203–235.Crossref, Google Scholar
• Karlan D, List JA (2007) Does price matter in charitable giving? Evidence from a large-scale natural field experiment. Amer. Econom. Rev. 97(5):1774–1793.Crossref, Google Scholar
• Karlan D, Wood DH (2017) The effect of effectiveness: Donor response to aid effectiveness in a direct mail fundraising experiment. J. Behavioral Experiment. Econom. 66(February):1–8.Google Scholar
• Krishna A, Rajan U (2009) Cause marketing: Spillover effects of cause-related products in a product portfolio. Management Sci. 55(9):1469–1485.Link, Google Scholar
• Lazear EP, Malmendier U, Weber RA (2012) Sorting in experiments with application to social preferences. Amer. Econom. J. Appl. Econom. 4(1):136–163.Crossref, Google Scholar
• Lev B, Petrovits C, Radhakrishnan S (2010) Is doing good good for you? How corporate charitable contributions enhance revenue growth. Strategic Management J. 31(2):182–200.Crossref, Google Scholar
• Levitt S, List J (2007) What do laboratory experiments measuring social preferences tell us about the real world? J. Econom. Perspect. 21(2):153–174.Crossref, Google Scholar
• Lewis RA, Reiley DH (2014) Online ads and offline sales: Measuring the effects of online advertising via a controlled experiment on Yahoo! Quant. Marketing Econom. 12(3):235–266.Crossref, Google Scholar
• Lichtenstein DR, Drumwright ME, Braig BM (2004) The effect of corporate social responsibility on customer donations to corporate-supported nonprofits. J. Marketing 68(4):16–32.Crossref, Google Scholar
• Luo X, Bhattacharya CB (2006) Corporate social responsibility, customer satisfaction, and market value. J. Marketing 70(4):1–18.Crossref, Google Scholar
• Madsen PM, Rodgers ZJ (2015) Looking good by doing good: The antecedents and consequences of stakeholder attention to corporate disaster relief. Strategic Management J. 36(5):776–794.Crossref, Google Scholar
• Margolis JD, Elfenbein HA, Walsh JP (2009) Does it pay to be good … and does it matter? A meta-analysis of the relationship between corporate social and financial performance. Working paper, Harvard Business School, Cambridge, MA.Crossref, Google Scholar
• Mazar N, Zhong CB (2010) Do green products make us better people? Psych. Sci. 21(4):494–98.Crossref, Google Scholar
• Meier S (2007) A survey of economic theories and field evidence on pro-social behavior. Frey BS, Stutzer A, eds. Economics and Psychology: A Promising New Cross-Disciplinary Field (MIT Press, Cambridge, MA), 51–88.Crossref, Google Scholar
• MSLGROUP (2014) The future of business citizenship. Accessed March 2, 2016, https://mslgroup.com/insights-thought-leadership/future-business-citizenship.Google Scholar
• Muller A, Kräussl R (2011) Doing good deeds in times of need: A strategic perspective on corporate disaster donations. Strategic Management J. 32(9):911–929.Crossref, Google Scholar
• Newman GE, Gorlin M, Dhar R (2014) When going green backfires: How firm intentions shape the evaluation of socially beneficial product enhancements. J. Consumer Res. 41(3):823–839.Crossref, Google Scholar
• Null C (2011) Warm glow, information, and inefficient charitable giving. J. Public Econom. 95(5):455–465.Crossref, Google Scholar
• Patten D (2008) Does the market value corporate philanthropy? Evidence from the response to the 2004 tsunami relief effort. J. Bus. Ethics 81(3):599–607.Crossref, Google Scholar
• Porter ME, Kramer MR (2002) The competitive advantage of corporate philanthropy. Harvard Bus. Rev. 80(12):56–68.Google Scholar
• Porter ME, Kramer MR (2011) Creating shared value. Harvard Bus. Rev. 62–77.Google Scholar
• Ryzhov IO, Han B, Bradic J (2015) Cultivating disaster donors using data analytics. Management Sci. 62(3):849–866.Link, Google Scholar
• Sen S, Bhattacharya CB (2001) Does doing good always lead to doing better? Consumer reactions to corporate social responsibility. J. Marketing Res. 38(2):225–243.Crossref, Google Scholar
• Servaes H, Tamayo A (2013) The impact of corporate social responsibility on firm value: The role of customer awareness. Management Sci. 59(5):1045–1061.Link, Google Scholar
• Shang J, Reed A, Croson R (2008) Identity congruency effects on donations. J. Marketing Res. 45(3):351–361.Crossref, Google Scholar
• Sheikh SR, Beise-Zee R (2011) Corporate social responsibility or cause-related marketing? The role of cause specificity of CSR. J. Marketing Res. 28(1):27–39.Google Scholar
• Singh J (2005) Collaborative networks as determinants of knowledge diffusion patterns. Management Sci. 51(5):756–770.Link, Google Scholar
• Solomon B (2016) Leaked: Uber’s financials show huge growth, even bigger losses. Forbes (January 12), http://www.forbes.com/sites/briansolomon/2016/01/12/leaked-ubers-financials-show-huge-growth-even-bigger-losses.Google Scholar
• Strahilevitz MA (1999) The effects of product type and donation magnitude on willingness to pay more for a charity-linked brand. J. Consumer Psych. 8(3):215–241.Crossref, Google Scholar
• Strahilevitz MA, Myers JG (1998) Donations to charity as purchase incentives: How well they work may depend on what you are trying to sell. J. Consumer Res. 24(4):434–446.Crossref, Google Scholar
• Tonin M, Vlassopoulos M (2010) Disentangling the sources of pro-socially motivated effort: A field experiment. J. Public Econom. 94(11–12):1086–1092.Crossref, Google Scholar
• Varadarajan PR, Menon A (1988) Cause-related marketing: A co-alignment of marketing strategy and corporate strategy and corporate philanthropy. J. Marketing 52(3):58–74.Crossref, Google Scholar
• White K, Peloza J (2009) Self-benefit versus other-benefit marketing appeals: Their effectiveness in generating charitable support. J. Marketing 73(4):109–124.Crossref, Google Scholar
• Winterich KP, Barone MJ (2011) Warm glow or cold, hard cash? Social identity effects on consumer choice for donations versus discount promotions. J. Marketing Res. 48(5):855–868.Crossref, Google Scholar