Use of Labeling and Assertions of Dependency in Appeals for Consumer Support

Moore, Ellen M.; Bearden, William O.; Teel, Jesse E.

doi:10.1086/209038

Cited by 25 publications

(12 citation statements)

References 18 publications

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“…The beta coefficient associated with the SD factor was not significant, indicating that SDB was not an explanatory factor in the model (i.e., did not affect subjects' responses). The influence of labeling (e.g., "helpful people like yourself") and dependency (e.g., "depend upon individual contributions") on potential donor attitudes were examined by Moore, Bearden, and Teel (1985). The study was based upon complete responses received over three time periods from members of a consumer panel.…”

Section: Testing For Sdb As a Behavioral Covariatementioning

confidence: 99%

Social desirability bias: A neglected aspect of validity testing

King¹,

Bruner²

2000

Psychol. Mark.

784

461

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The past decade has witnessed a tremendous growth in the use of multi-item scales in consumer-related research. Concurrently, there is increasing concern about the quality of these measures. While the majority of articles now discuss the reliability of the scales administered, fewer address the issue of scale validity. One neglected scale validity issue which should be of particular concern in consumer behavior research is potential social desirability bias associated with scale measures. The purpose of this paper is to discuss the nature of such a bias, the means for testing for it, and ways it can and should be implemented in consumer-related research.

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Section: Testing For Sdb As a Behavioral Covariatementioning

confidence: 99%

Social desirability bias: A neglected aspect of validity testing

King¹,

Bruner²

2000

Psychol. Mark.

784

461

View full text Add to dashboard Cite

show abstract

“…The helping behaviour literature incorporates a reasonable amount of research on message variables, including research on fear appeals (eg Bennett, 1998;Boyd, 1995), emotional appeals (Bagozzi and Moore, 1994), labelling and dependency (Moore et al, 1985) and message framing (Smith and Berger, 1995;LaTour and Manrai, 1989). There has been little research, however, that has considered beneficiary portrayal specifically as a message variable.…”

Section: External Stimulationmentioning

confidence: 99%

Social entrepreneurship: understanding consumer motives for buying The Big Issue

Hibbert

Hogg²,

Quinn

2005

Journal of Consumer Behaviour

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“…Rich donors may see giving as an obligation that is part of their current privileged or posthumous position (Ostrower, 1995). Moral norms and guilt were also found to be related to intentions to give to charities (Moore et al, 1985). In a special issue of Journal of Business Research focusing on non-profits, Bennett and Sargeant (2005) stress the need for more studies on individual donors and particularly stress studies that develop a comprehensive model of donor behavior.…”

Section: Introductionmentioning

confidence: 99%

Determinants of charitable donation intentions: a structural equation model

Ranganathan

Henley

2007

J of Philanthropy and Mktg

172

156

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Currently charities have to depend more on individual donors and less on the government for funding. Hence, understanding the individual donor and what motivates them to contribute to charities is something, which has been of increasing interest to nonprofit marketers. In this article, a path model for the charitable donation process of a religious individual is developed and tested. The variables that are used in the model are religiosity, attitude towards helping others (AHO), attitude towards charitable organizations (ACO), attitude towards the advertisement (Attad) and behavioral intentions (BI). The results suggest that AHO by itself does not cause BI. Altruistic people need to be targeted with an appropriate advertisement message. Since religiosity is an important causal variable for AHO, segmenting and targeting individuals who are religious would be pertinent. Attempts to build favorable ACO would also be worthwhile. Religiosity Charitable donation intentions Charity advertisements. Path model for predicting intentions to donate..

show abstract

Use of Labeling and Assertions of Dependency in Appeals for Consumer Support

Cited by 25 publications

References 18 publications

Social desirability bias: A neglected aspect of validity testing

Social desirability bias: A neglected aspect of validity testing

Social entrepreneurship: understanding consumer motives for buying The Big Issue

Determinants of charitable donation intentions: a structural equation model

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