Essec\Faculty\Model\Contribution {#6196
  #_index: "academ_contributions"
  #_id: "5235"
  #_source: array:26 [
    "id" => "5235"
    "slug" => "when-asking-for-more-leads-to-getting-nothing-the-impact-of-anchors-on-donors-behavior"
    "yearMonth" => "2009-01"
    "year" => "2009"
    "title" => "When Asking for More Leads to Getting Nothing: The Impact of Anchors on Donor's Behavior"
    "description" => "DE BRUYN, A. et PROKOPEC, S. (2009). When Asking for More Leads to Getting Nothing: The Impact of Anchors on Donor's Behavior. Dans: <i>Proceedings of the 38th EMAC: Marketing and the Core Disciplines: Rediscovering References?</i> European Marketing Academy (EMAC)."
    "authors" => array:2 [
      0 => array:3 [
        "name" => "DE BRUYN Arnaud"
        "bid" => "B00024825"
        "slug" => "de-bruyn-arnaud"
      ]
      1 => array:3 [
        "name" => "PROKOPEC Sonja"
        "bid" => "B00145716"
        "slug" => "prokopec-sonja"
      ]
    ]
    "ouvrage" => "Proceedings of the 38th EMAC: Marketing and the Core Disciplines: Rediscovering References?"
    "keywords" => array:2 [
      0 => "Grilles de dons"
      1 => "Points de référence"
    ]
    "updatedAt" => "2021-04-19 17:57:25"
    "publicationUrl" => null
    "publicationInfo" => array:3 [
      "pages" => null
      "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" => "Les organisations caritatives utilisent les grilles de dons pour influencer les comportements des donateurs. Dans ce papier, nous montrons que ces grilles de dons peuvent avoir des conséquences négatives sur les comportements. Nous démontrons également que les donateurs ayant des points de référence internes forts sont moins susceptibles à ce type d'influence."
      "en" => "Fundraising organizations use donation grids as anchors to artificially influence donation amounts. In this paper, we show that these anchors can have adverse consequences on donation likelihood. We also show that donors with stronger internal reference points are less influenced by grid manipulations."
    ]
    "authors_fields" => array:2 [
      "fr" => "Marketing"
      "en" => "Marketing"
    ]
    "indexedAt" => "2024-04-20T07:21:44.000Z"
    "docTitle" => "When Asking for More Leads to Getting Nothing: The Impact of Anchors on Donor's Behavior"
    "docSurtitle" => "Actes d'une conférence"
    "authorNames" => "<a href="/cv/de-bruyn-arnaud">DE BRUYN Arnaud</a>, <a href="/cv/prokopec-sonja">PROKOPEC Sonja</a>"
    "docDescription" => "<span class="document-property-authors">DE BRUYN Arnaud, PROKOPEC Sonja</span><br><span class="document-property-authors_fields">Marketing</span> | <span class="document-property-year">2009</span>"
    "keywordList" => "<a href="#">Grilles de dons</a>, <a href="#">Points de référence</a>"
    "docPreview" => "<b>When Asking for More Leads to Getting Nothing: The Impact of Anchors on Donor's Behavior</b><br><span>2009-01 | Actes d'une conférence </span>"
    "docType" => "research"
    "publicationLink" => "<a href="#" target="_blank">When Asking for More Leads to Getting Nothing: The Impact of Anchors on Donor's Behavior</a>"
  ]
  +lang: "fr"
  +"_type": "_doc"
  +"_score": 9.282041
  +"parent": null
}