Competing for Consumers with Self‐Control Problems

I examine strategic implications of competing for consumers with self‐control problems. For investment goods, like health clubs, I find that the equilibrium sign‐up (lump‐sum) fees decrease when competition intensifies, similarly to prices in standard oligopoly models. However, the equilibrium attendance (per‐unit) price increases due to firms' deteriorated ability to take advantage of consumers' self‐control problems. Moreover, firms earn less profit due to consumers' self‐control problems—the firms have a unilateral incentive to charge per‐unit fees lower than the marginal cost; however, they cannot make up the lost margins by increasing the lump‐sum fee, due to competition. I also show that for plausible parameter regions the market adjusts to consumers' self‐control problem in such a way that firms play the standard equilibrium strategies that they would have engaged in with fully rational consumers, with identical market outcomes. Most of the results are qualitatively the same for leisure goods (for example, credit cards); however, some results are reversed: the per‐unit fees are higher than marginal cost and decrease as competition intensifies.     

Charitable Donations and the Estate Tax: A Tale of Two Hypotheses

Regression studies have suggested that reducing estate‐tax rates would lead to a net reduction in total charitable donations distributed at death. Not only is this notion counterintuitive, our empirical analysis yields the contrary conclusion: overall donations would increase. In rationalizing this donation‐decline outcome, investigators have pointed to the tax deductibility of donations in assessing estate‐tax liability. These efforts, we show, are dubious. The view that donations will decline is also shown to be inconsistent with axioms of generally accepted economic theory. Two distinct sets of indifference curves that imply these two antithetical views are suggested, their observable predictions derived and compared to the relevant evidence, showing that the increasing‐donation hypothesis is confirmed, offering overall a clear challenge to the decline‐in‐donation position. Our empirical results suggest that most estate‐tax payers possess indifference curves consistent with those that embody the increasing‐donation hypothesis.     

All in a day's work? Career self‐management and the management of the boundary between work and non‐work

This article reports the findings of a study that explored the links between career self‐management, management of the boundary between work and non‐work, and work–life balance, using a sample of young professionals. The findings show that individuals engage in different kinds of career self‐management behaviours, depending on their career goal. Management of the boundary between work and life outside work is identified as one such behaviour, with the consequence that, for some people, managing the career has a harmful effect on their work–life balance. The research adds to knowledge about the career self‐management process and shows how career stage influences career goals and career self‐management behaviour. It demonstrates how career attitudes and behaviours may be critical to the achievement of work–life balance and confirms that work–life balance matters to younger members of the workforce, regardless of their family responsibilities.     

The economics of consumers' gifts and legacies to charitable organisations

Charity organisations in The Netherlands receive over 50 per cent of their total income from private fundraising; only a small part of this, 20 per cent, originates from legacies. The paper introduces some economic models of consumer behaviour in the neo‐classical tradition that harmonise with altruistic behaviour. Some models for analysing donations and bequests to charitable organisations are introduced and the hypotheses that follow from these theories are compared with Dutch data from 500 respondents. Most respondents had donated something to a charity during the last six months, but only a few had even thought about naming a charity in their will. Restrictions are felt by individuals due to their limited resources. More important, however, seem to be the restrictions on behaviour due to having children, or other close relatives; individuals feel obliged to leave everything to their children or other close relatives. Although the respondents have a reasonably positive opinion about the work and trustworthiness of the charity organisations, charities are not yet considered as ‘a close friend’. Around 40 per cent of respondents are not particularly happy with the information they receive from charity organisations. Communication about legacy donating is considered acceptable by most respondents, as long as the approach is not too personal. Copyright © 2000 Henry Stewart Publications.     

The giving standard: conditional cooperation in the case of charitable giving

• In this study, we make a first attempt to investigate the mechanisms of conditional cooperation in giving outside experiments, using retrospective survey data on charitable giving (the Giving the Netherlands Panel Study 2005 (GINPS05, 2005 ; N = 1474)). Our results show that in the case of door‐to‐door donations, social information affects perceived social norms for giving and, through this perception, influences the level of actual donations. The effect of social information on actual door‐to‐door donations is fully mediated by perceived social norms for giving. Furthermore, we found empirical support for the giving standard hypothesis. People in different income categories donate roughly the same amounts in separate instances (they use the same social information), and as a result people in lower income households donate a higher percentage of their income to charitable organizations.

Copyright © 2010 John Wiley & Sons, Ltd.     

Motivation for alumni donations: a social identity perspective on the role of branding in higher education

• As a result of decreasing government funds and increasing competition, institutions of higher education have propelled themselves into business practices such as branding. Despite the growing literature on branding in higher education, there is little research on the relationship between alumni donor motivations and the university brand. This study explores donor motivations from social identity and self‐congruity theoretical perspectives. The authors used zero‐inflated negative binomial regression to assess the relationship between identification and count of donations. The results showed that if the level of identification with the university increased, the expected number of donations would also increase. The study further assessing the “zeros” (non‐donors), the results suggested that if an alumnus were to identify with the university, he would be 43% less likely to be “certain zero” (definitive non‐donor) and would find a way to give money. Additionally, the authors analyzed responses about why alumni donate and why they choose not to donate. The authors offered observations on the basis of respondent commentary and also raised the question of what happens when university branding efforts conflict with the perceptions of a large stakeholder group such as alumni.

Copyright © 2014 John Wiley & Sons, Ltd.     

Workgroup Climates and Employees’ Counterproductive Work Behaviours: A Social‐Cognitive Perspective

This research examines employees' anticipation of social and self‐sanctions as a self‐regulatory mechanism linking workgroup climates and counterproductive work behaviours (CWBs) and personality as a limit to these effects. A cross‐level study with 158 employees from 26 workgroups demonstrated that in groups with a high compliance climate – a climate emphasizing the importance of complying with organizational rules – employees anticipate more social and self‐sanctions, leading those low in conscientiousness and low in agreeableness to engage less frequently in CWBs. In contrast, a high relational climate – a climate emphasizing the importance of positive social relations over self‐interest – indirectly unbridles the CWBs of these employees by alleviating the social and self‐sanctions they anticipate for CWBs. Climates did not have indirect effects for employees high in agreeableness and high in conscientiousness. These findings elucidate why workgroup climates do not affect the CWBs of all members in the same way.     

Feeling poor,acting stingy: the effect of money perceptions on charitable giving

In research on philanthropy, much attention has been given to the impact of the actual economic costs of giving. This paper argues that the perceived psychological costs of giving should also be taken into consideration when seeking to understand donations to charitable organizations. It is already known that people differ in their attitudes towards money, and that money attitudes are mostly independent from income, but these findings have been largely overlooked in the study of philanthropy and altruism. This paper seeks to rectify that omission by investigating the relationship between charitable giving and money perceptions. The analyses show that, regardless of the actual financial resources held by a donor, the size of their donations is negatively affected by feelings of retention (a careful approach to money) and inadequacy (people who worry about their financial situation). We conclude that an understanding of money perceptions is an additional important factor in the understanding of charitable behaviour. Fundraising professionals should not only select potential donors based on their absolute financial capacities but also take the potential donor's own financial perceptions into account when asking for donations. Copyright © 2011 John Wiley & Sons, Ltd.     

Reinventing the rattling tin: How UK charities use Facebook in fundraising

Using a multicase study approach, this paper explores how the three biggest UK cancer charities by donations use Facebook in their fundraising campaigns, in order to facilitate understanding of the dynamics of philanthropic asking in a social networking site‐mediated environment. The analysis reveals that Facebook is primarily used to strengthen relationships with supporters, mainly via humanising the brand, fostering obligations, and encouraging social interaction. The mobilization of these relationships in fundraising is facilitated by persuasive strategies, including public recognition, authority, and the fostering of a sense of efficacy among fans, and the most common outcome of this mobilization is public endorsement of charities' fundraising campaigns via sharing. At a time when harsh public spending cuts have left gaps in charity funding that need to be filled by philanthropy, this study aims to make a practical contribution to knowledge by examining what works and how in Facebook fundraising.     

Workaholism versus work engagement and job crafting: What is the role of self‐management strategies?

Job crafting refers to the proactive actions employees take to redesign their jobs in order to get a better fit with their competencies, expectations, and wishes. So far, little is known about job crafting's underlying mechanisms. In this study, we examine how two different states of affective well‐being (workaholism and work engagement) relate to job crafting 3 months later and how these well‐being states steer different self‐management behaviours, which ultimately lead to job crafting. Structural equation modelling on a heterogeneous sample (N = 287) revealed that work engagement and workaholism both relate to expansive job crafting through different self‐management strategies. Work engagement relates to challenge and resource seeking via self‐goal setting and self‐observation strategies, whereas workaholism associates with challenge and resource seeking only through self‐goal setting. In addition, the results show a strong relationship between workaholism and self‐punishment. Altogether, the findings suggest that self‐management strategies can function as an explanatory mechanism for different job crafting behaviours.     

Higher education: marketing in a quasi‐commercial service industry

The UK Government is promoting widening participation and asking universities to develop their student intake of 18–30 year‐olds by 50 per cent by 2010. The financing of these changes is encouraging a marketing emphasis shift, as funding is reduced and alternative revenue methods sought. Traditional marketing of charitable educational institutions sought to ensure sufficient student enrolments for solely government‐funded core activities. Further marketing is now seen in quasi‐commercial activities. This paper investigates the need for a further marketing approach to satisfy these government policy changes. Using the comparative method, the paper looks at the complexity of the issues around US and UK higher education and their revenue value conflicts, marketing perspectives and, finally, the differences in perspectives and expectations between commerce and education. As the matter is current and ongoing, the main form of collecting evidence is through personal interview and recent media releases. Copyright © 2003 Henry Stewart Publications     

When a Sinner Does a Good Deed: The Path‐Dependence of Reputation Repair

This study examines how shareholders will interpret a socially desirable action taken by firms with a damaged corporate reputation status. We first explain theoretically why shareholders’ path‐dependent judgments of a tainted firm increase the likelihood of shareholders making less favourable judgments of the firm's socially desirable actions. We then test the theoretical predictions using a sample of Chinese listed firms that were sanctioned for securities fraud and subsequently made donations to the 2008 Sichuan earthquake relief funds. We find that the shareholders evaluate the donations made by fraud‐tainted firms less favourably than those made by firms that have not been sanctioned for fraud. Furthermore, the shareholders’ evaluations of the donations made by fraud‐tainted firms is less favourable if the firms have committed more serious fraud and undertaken fewer positive remedial actions in the post‐fraud period. Overall, our evidence demonstrates that shareholders’ path‐dependent judgments of fraud‐tainted firms constitute a major obstacle that constrains the effectiveness of reputation repair.     

Social Circumstances and Rationality:

Abstract Upon the uniformity in individuals’ decision‐making mechanism rests a great deal of the legitimacy of natural liberty. As we are all equally sovereign (cognitive‐wise), we only strike deals that inevitably make us better off. We all gain from trade and thus, as everyone is better off, so must be the whole of society. But could it be that people are rational yet not equally sovereign? In this paper, we examine Smith's interpretation of rationality, and we find that it is fundamentally a social concept. As such, the manifestation of rationality in individual behavior depends on how sophisticated is individuals’ access to public opinion. Consequently, individuals who are equally self‐interested may face very different sets of options, which are determined by their social circumstances. This difference may suggest that, although all agents may be motivated by the same objective, they cannot be considered as equally sovereign.     

It could have been me: Proximity motivates disaster giving

Effects of physical proximity of potential donors to a disaster location were studied. Physical proximity increased counterfactual thoughts, that is, thoughts that the donors themselves might have suffered from the event if the circumstances had been a bit different. Counterfactuals, in turn, increased reported willingness to help the victims of the disaster. The same effects were found for hypothetical proximity, in the form of a desire to visit the impacted location before the disaster occurred. The pattern was consistent across five correlational and experimental studies, which focused on a range of real‐life and fictitious disasters. The findings are important because they can explain why people and governments often dwell on relatively minor problems at home rather than thousands of people suffering and dying overseas. The findings also suggest an easy and cost‐effective way of boosting donations to disaster victims.     

What are ‘unpopular causes’ and how can they achieve fundraising success?

• Recent efforts to grow and strengthen the culture of philanthropy in the UK have largely focused on two dimensions: the total amount of money donated and the effectiveness of philanthropic spending. This paper explores a third dimension: the destination and distribution of donations. A defining characteristic of charitable giving is that it is voluntary rather than coerced, and the resulting respect for donor autonomy makes people wary of promoting one cause above another or implying that any beneficiary group is more or less ‘worthy’ of support. However, the absence of much comment on, or significant research into, the destination of donations does not alter the fact that some groups succeed in attracting significant philanthropic funds whilst others struggle to secure many—or any—donations. This paper explores the concept of ‘unpopularity’ in the charity sector, especially in relation to its impact on fundraising. We unpack what this loaded phrase means, identify good practice by those seeking support and present case studies of charities that have overcome perceived unpopularity to achieve success in raising voluntary income. We suggest that by investing organisational resources and effort in fundraising, by framing the cause to maximise the arousal of sympathy and minimise concerns about beneficiary culpability and by avoiding the unintended negative consequences of self‐labelling as ‘unpopular’ no charity need assume it is their destiny to languish at the bottom of the fundraising league tables.

Copyright © 2016 John Wiley & Sons, Ltd.     

Efficiency,stability and the decision to give to nonprofit arts and cultural organizations in the United States

• Using data from the Cultural Data Project, this study extends the literature by examining the impact of financial disclosure information on donations to arts and culture‐related nonprofit organizations in the United States. Results for organization financial stability are for the most part counterintuitive: financially unstable arts and culture‐related nonprofits receive more donations. The current analysis supports prior research and finds evidence of a “crowding in” effect for fundraising expenses, suggesting that nonprofits that spend more on fundraising and marketing raise more funds than those that spend less. Additional analysis indicates efficiency matters to donors when it comes to fundraising efforts. As the “cost to raise a dollar” increases donations decrease. Nonprofit managers in arts and culture‐related organizations concerned about increasing donations should consider strategies that will increase the efficiency of their fundraising and marketing efforts. Copyright © 2015 John Wiley & Sons, Ltd.

     

Creative Collaboration and the Self‐Concept: A Study of Toy Designers

In this paper, we explored how collaborative behaviours were related to the self‐concepts of creative workers. Our findings, derived from a qualitative study of corporate toy designers, showed that the personal (vs. social) identities of toy designers were most strongly related to collaborative behaviours. Further, collaborative behaviours defined as idea giving were most congruent with all toy designers' personal identities, while collaborative behaviours defined as idea taking were most incongruent with those identities. Finally, specific collaborative behaviours related to specific types of personal identities (e.g. the collaborative behaviour of ‘incorporating the ideas of others’ was especially incongruent with ‘artistic’ personal identities). Together, these results suggest that promoting collaboration among creative workers may require attention to not only idea‐giving behaviours and social identities (as suggested by most extant theories), but also to idea‐taking behaviours and personal identities. We discuss the implications of these findings for theories of creative collaboration and identity in organizations.     

Reproducing low‐wage labour: capital accumulation,labour markets and young workers

Drawing on evidence from Greater Manchester, this article examines how structural changes in capital accumulation have created particular labour market outcomes, which have led to young people becoming a source of cheap labour for the growing low‐wage service economy. Greater Manchester has been selected as a case study because of the sectoral composition of its labour market and because levels of low pay for young workers are above the national low‐pay average of 40 per cent. The research reveals that it is necessary to move beyond sociological explanations that concentrate on the ‘essential youthfulness’ of young people and instead draw on analytical categories from political economy in order to understand the structural causes of young people's material circumstances.     

Get to know your allies

With time at a premium, wealthy people rely on a variety of professional advisors to help them make good decisions about many of their financial choices, and those can include decisions about charitable donations.