管理学workshop：

The Adverse Effect of Choice in Donation Decisions

时间：2021年3月5日（周五）下午 5：30-7：00

地点：zoom线上平台

（若有意参会，请将参会请求通过电子邮件发送至: shyang2018@nsd.pku.edu.cn以获取会议链接）

主讲人：Danit Ein-Gar, Tel-Aviv University

题目：The Adverse Effect of Choice in Donation Decisions

(Danit Ein-Gar, Liat Levontin, Tehila Kogut, JCP, Forthcoming)

摘要：

Many charitable organizations offer potential donors the option to choose their donation recipients—suggesting that organizations perceive the availability of such choice as beneficial to donation raising. Building upon research on choice aversion in the context of consumer goods and on the identifiable victim effect in the context of donation-giving, we propose that the need to choose one target among multiple needy targets might, in fact, hinder donations. Results of six studies show that when prospective donors are asked to choose between two similar donation targets, they are more likely to opt out of donating altogether than when asked to donate to a single target. We show that the effect of choice on opt-out rates in donation settings is driven by the conflict between the wish to be helpful and the wish to be fair. We further show that when the conflict is resolved and the choice does not raise fairness concerns, the effect is attenuated and opt-out rates decline.

主讲人简介：

Prof. Danit Ein-Gar has been a faculty member at Coller School of Management, Tel-Aviv University, Israel since 2008. Prof. Ein-Gar completed her PhD at the School of Business Administration, The Hebrew University, Israel and her Postdoc at Stanford University. During 2017-2018 she was a vising professor at Haas School of Business, Berkeley. Currently, Prof. Ein-Gar serves as the head of the Marketing department. She teaches Marketing Management and Marketing Communications in the MBA and Executive MBA programs. Prof. Ein-Gar's research expertise is in consumer behavior. Specifically, her research lab focuses on understanding how and why people give to others (donate, volunteer etc.) in the digital world. For more information visit: https://thegivinglab.co.il/