Essec\Faculty\Model\Contribution {#2216
  #_index: "academ_contributions"
  #_id: "673"
  #_source: array:26 [
    "id" => "673"
    "slug" => "asking-for-less-to-obtain-more"
    "yearMonth" => "1999-01"
    "year" => "1999"
    "title" => "Asking for Less to Obtain More"
    "description" => "DESMET, P. (1999). Asking for Less to Obtain More. <i>Journal of Interactive Marketing</i>, pp. 55-65."
    "authors" => array:1 [
      0 => array:3 [
        "name" => "DESMET Pierre"
        "bid" => "B00000155"
        "slug" => "desmet-pierre"
      ]
    ]
    "ouvrage" => ""
    "keywords" => []
    "updatedAt" => "2020-12-17 17:55:06"
    "publicationUrl" => null
    "publicationInfo" => array:3 [
      "pages" => "55-65"
      "volume" => null
      "number" => null
    ]
    "type" => array:2 [
      "fr" => "Articles"
      "en" => "Journal articles"
    ]
    "support_type" => array:2 [
      "fr" => "Revue scientifique"
      "en" => "Scientific journal"
    ]
    "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 target decisions and communication 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 into account 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 behaviour is a powerful predictor."
    ]
    "authors_fields" => array:2 [
      "fr" => "Marketing"
      "en" => "Marketing"
    ]
    "indexedAt" => "2024-12-30T17:21:46.000Z"
    "docTitle" => "Asking for Less to Obtain More"
    "docSurtitle" => "Journal articles"
    "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">1999</span>"
    "keywordList" => ""
    "docPreview" => "<b>Asking for Less to Obtain More</b><br><span>1999-01 | Journal articles </span>"
    "docType" => "research"
    "publicationLink" => "<a href="#" target="_blank">Asking for Less to Obtain More</a>"
  ]
  +lang: "en"
  +"_type": "_doc"
  +"_score": 9.303951
  +"parent": null
}