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Cited by 209

The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.

Charitable organizations' storytelling influence on donors' emotions and intentions

Open access
Merchant, Altaf, Ford, John B., Sargeant, Adrian·2010·Journal of Business Research
DOI 10.1016/j.jbusres.2009.05.013
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Abstract

The stories told by charitable organizations are typically designed to take the consumer through different emotional stages. This research probes the view that following exposure to the inciting incident or problem statement in the appeal for a particular charity, the consumer feels negative emotions. These feelings convert into anticipated positive emotions when the consumer is given the opportunity to help the person in need through a donation. Feedback that donors receive from the charitable organization will help to strengthen the emotional pay-off and enhances future donation intentions. The research utilizes an experimental design and data from 319 undergraduate students in a large U.S. university to confirm these hypotheses. Theoretical and managerial implications are then presented.

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Citations

Cites

Research works printed but not linked: 36

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Cited by

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Metadata

Authors
Merchant, A., Ford, J. B., & Sargeant, A.
Venue
Journal of Business Research
Publisher
Elsevier BV
Published
2010-07
Volume
63
Issue
7
Pages
754-762
ISSN
0148-2963 (ISSN-L)
DOI
10.1016/j.jbusres.2009.05.013
OpenAlex
W2047826176
Cited by
209
References
7
FWCI
13.03
Type
journal article
Language
en
Open access
green
Licence
www.elsevier.com/tdm/userlicense/1.0/ (tdm)

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