Essec\Faculty\Model\Contribution {#2188
  #_index: "academ_contributions"
  #_id: "4390"
  #_source: array:26 [
    "id" => "4390"
    "slug" => "asking-for-less-in-order-to-obtain-more-is-it-really-that-simple"
    "yearMonth" => "1998-10"
    "year" => "1998"
    "title" => "Asking for Less in Order to Obtain More. Is it Really that Simple?"
    "description" => "DESMET, P. (1998). Asking for Less in Order to Obtain More. Is it Really that Simple? Dans: <i>Frontiers in Direct Marketing Research</i>. John Wiley & Sons, Inc. pp. 7-16."
    "authors" => array:1 [
      0 => array:3 [
        "name" => "DESMET Pierre"
        "bid" => "B00000155"
        "slug" => "desmet-pierre"
      ]
    ]
    "ouvrage" => "Frontiers in Direct Marketing Research"
    "keywords" => []
    "updatedAt" => "2021-04-19 17:57:25"
    "publicationUrl" => null
    "publicationInfo" => array:3 [
      "pages" => "7-16"
      "volume" => null
      "number" => null
    ]
    "type" => array:2 [
      "fr" => "Actes d'une conférence"
      "en" => "Conference Proceedings"
    ]
    "support_type" => array:2 [
      "fr" => "Editeur"
      "en" => "Publisher"
    ]
    "countries" => array:2 [
      "fr" => null
      "en" => null
    ]
    "abstract" => array:2 [
      "fr" => "Pour faire face à la baisse de la collecte, les associations caritatives mettent en place une approche rigoureuse pour leurs décisions de ciblage et de communication dans l'appel de fonds. Les résultats d'études antérieures montrent que la manipulation des échelles de don influence les résultats de la collecte. Cette étude est réalisée dans un cadre expérimental et prend en compte le comportement antérieur du donateur. Les résultats montrent que seules certaines parties de l'échelle de don peuvent influencer le montant de la collecte ou le nombre de dons et que le comportement antérieur est un prédicteur puissant."
      "en" => "In response to a drop in collected funds, charitable associations have implemented a rigorous approach to the choice of targets and comunication strategies for fundraising. Prior studies have shown that manipulating the scale of donations influences the collection results. This study was carried out within an experimental framework and takes account of the donors' previous behavior. Results show that only certain parts of the scale of donations can influence the amount collected or the number of donations and that prior behavior is a powerful predictor."
    ]
    "authors_fields" => array:2 [
      "fr" => "Marketing"
      "en" => "Marketing"
    ]
    "indexedAt" => "2024-07-16T07:22:04.000Z"
    "docTitle" => "Asking for Less in Order to Obtain More. Is it Really that Simple?"
    "docSurtitle" => "Conference Proceedings"
    "authorNames" => "<a href="/cv/desmet-pierre">DESMET Pierre</a>"
    "docDescription" => "<span class="document-property-authors">DESMET Pierre</span><br><span class="document-property-authors_fields">Marketing</span> | <span class="document-property-year">1998</span>"
    "keywordList" => ""
    "docPreview" => "<b>Asking for Less in Order to Obtain More. Is it Really that Simple?</b><br><span>1998-10 | Conference Proceedings </span>"
    "docType" => "research"
    "publicationLink" => "<a href="#" target="_blank">Asking for Less in Order to Obtain More. Is it Really that Simple?</a>"
  ]
  +lang: "en"
  +"_type": "_doc"
  +"_score": 9.282041
  +"parent": null
}