title: Framing charitable donations as exceptional expenses increases giving.
abstract: Many articles have examined the psychological drivers of charitable giving, but little is known about how people mentally budget for charitable gifts. The present research aims to address this gap by investigating how perceptions of donations as exceptional (uncommon and infrequent) rather than ordinary (common and frequent) expenses might affect budgeting for and giving to charity. We provide the first demonstration that exceptional framing of an identical item can directly influence mental budgeting processes, and yield societal benefits. In 5 lab and field experiments, exceptional framing increased charitable behavior, and diminished the extent to which people considered the effect of the donation on their budgets. The current work extends our understanding of mental accounting and budgeting for charitable gifts, and demonstrates practical techniques that enable fundraisers to enhance the perceived exceptionality of donations.
authors.affiliation: Booth School of Business, University of Chicago.
authors.forename: Abigail B
authors.initials: AB
authors.lastname: Sussman
authors.affiliation: Tuck School of Business, Dartmouth College.
authors.forename: Eesha
authors.initials: E
authors.lastname: Sharma
authors.affiliation: Leonard N. Stern School of Business, New York University.
authors.forename: Adam L
authors.initials: AL
authors.lastname: Alter
mesh_terms: D000328:Adult; D000368:Aged; D002608:Charities; D005260:Female; D037921:Gift Giving; D006801:Humans; D008297:Male; D008875:Middle Aged; D055815:Young Adult