The Pledging Puzzle: How Can Revocable Promises Increase Charitable Giving?

• 成果类型: Article
• 署名作者: Andreoni, James; Serra-Garcia, Marta
• 署名单位: University of California System; University of California San Diego; National Bureau of Economic Research; Leibniz Association; Ifo Institut; University of California System; University of California San Diego
• 刊物名称: MANAGEMENT SCIENCE
• ISSN/ISSBN: 0025-1909
• DOI: 10.1287/mnsc.2020.3811
• 发表日期: 2021
• 页码: 6198-6210
• 关键词: Prosocial behavior; Charitable giving; pledging; intertemporal choice

摘要

What is the value of pledges if they are often reneged upon? In this paper, we show-both theoretically and experimentally-that pledges can be used to screen donors and to better understand their motives for giving. In return, nonprofit managers can use the information they glean from pledges to better target future charitable giving appeals and interventions to donors, such as expressions of gratitude. In an experiment, we find that offering the option to pledge gifts induces self-selection. If expressions of gratitude are then targeted to individuals who select into pledges, reneging can be significantly reduced. Our findings provide an explanation for the potential usefulness of pledges.