Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/242285 
Year of Publication: 
2021
Series/Report no.: 
WZB Discussion Paper No. SP II 2019-304r
Publisher: 
Wissenschaftszentrum Berlin für Sozialforschung (WZB), Berlin
Abstract: 
Some companies engage in mass fundraising in addition to their core business. Via a corporate social responsibility (CSR) channel this may increase sales. However, ask avoidance, if present, could imply that fundraising activities may harm a company's core business. We examine how asking for donations affects ticket sales of a publicly owned leading opera company. In two large-scale randomized controlled trials with over 50,000 opera visitors, who are asked to donate for an opera-organized social youth project, we find that donations can crowd out ticket expenditure during a campaign. But for the longer run we observe a precisely estimated null effect.
Subjects: 
Charitable giving
field experiments
ask avoidance
corporate social responsibility
JEL: 
C93
D64
D12
L21
M14
Document Type: 
Working Paper

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