search query: @author Schibrowsky, J. / total: 6
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| Author: | Schibrowsky, J. Peltier, J. |
| Title: | Decision frames and direct marketing offers: a field study in a fundraising context |
| Journal: | Journal of Direct Marketing
1995 : WINTER, VOL. 9:1, p. 8-16 |
| Index terms: | DIRECT SELLING ENVIRONMENT |
| Language: | eng |
| Abstract: | One of the major questions facing direct marketing fundraisers is "How much should we ask for?". If the asking amount is too high, fewer people might give. If the asking amount is too low, average donations might be reduced. This study was designed to answer this question. The results are encouraging for direct marketers. The presentation asking range affects the percentage of givers and the size of the gift. |
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