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How to ask for donations: an experimental approach to fundraising on social media
Hamrová, Alžběta ; Vranka, Marek (advisor) ; Houdek, Petr (referee)
The objective of this thesis was to compare the effectiveness of different psychological effects used in fundraising and to determine which ones are most effective in motivating people to donate in a digital landscape. The research consisted of a field experiment that tested the following elements of charity appeals using social media ads of the organisation UNICEF Czech Republic: gain and loss framing, message type (statistical or anecdotal information), and the use of inclusive or exclusive language. Based on the data, there were no statistically significant differences in the donation intention using the above methods. Thus, for the most part, the results did not support the findings of previous laboratory experiments, which is subsequently set in the broader context of replicability of social science studies. The thesis highlights the importance of retaining some degree of detachment when implementing strategies based on findings from laboratory research into practice. There are reasons to be cautious, both because of the publication bias and because of the diverse conditions in which research takes place, which may influence the effectiveness of particular fundraising tactics. The main contribution of this paper lies in the high ecological validity of the field experiment and the subsequent...
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