Charities increasingly utilize social media tools in fundraising. This research studies three mechanisms by which Facebook “likes” affect charitable behavior: (1) signaling, (2) commitment escalation, and (3) social contagion. The first study manipulates the number of Facebook likes on a...

The purpose of this study is to determine how self-driven (intrinsic motivators) and monetary incentives (extrinsic motivators) are mediated by effort to affect fundraising outcomes. This integration sheds light on crowding out between the two types of incentives as well the drivers of...

The authors investigate compliance behavior and revenue implications in simultaneous winner-pay and voluntary-pay auctions in charity and non-charity settings. In the voluntary-pay format, the seller asks all bidders to pay their own high bid, with voluntary payment compliance from losing...