{"id":"https://openalex.org/W2074959153","doi":"https://doi.org/10.1080/10495142.2013.816595","title":"Guilt Appeals and Prosocial Behavior: An Experimental Analysis of the Effects of Anticipatory Versus Reactive Guilt Appeals on the Effectiveness of Blood Donor Appeals","display_name":"Guilt Appeals and Prosocial Behavior: An Experimental Analysis of the Effects of Anticipatory Versus Reactive Guilt Appeals on the Effectiveness of Blood Donor Appeals","publication_year":2013,"publication_date":"2013-07-01","ids":{"openalex":"https://openalex.org/W2074959153","doi":"https://doi.org/10.1080/10495142.2013.816595","mag":"2074959153"},"language":"en","primary_location":{"id":"doi:10.1080/10495142.2013.816595","doi":"https://doi.org/10.1080/10495142.2013.816595","is_oa":false,"landing_page_url":"https://doi.org/10.1080/10495142.2013.816595","pdf_url":null,"source":{"id":"https://openalex.org/S157001289","display_name":"Journal of Nonprofit & Public Sector Marketing","issn_l":"1049-5142","issn":["1049-5142","1540-6997"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-40","russia-white-list-2","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Nonprofit & Public Sector Marketing","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://digitalcollection.zhaw.ch/handle/11475/18169","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":null,"display_name":"Simone Renner","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I161046081","display_name":"University of Freiburg","ror":"https://ror.org/0245cg223","country_code":"DE","type":"education","lineage":["https://openalex.org/I161046081"]}],"countries":["DE"],"is_corresponding":false,"raw_author_name":"Simone Renner","raw_affiliation_strings":["Department of Marketing and Health Care Management, University of Freiburg, Freiburg, Germany"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Marketing and Health Care Management, University of Freiburg, Freiburg, Germany","institution_ids":["https://openalex.org/I161046081"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5027246247","display_name":"J\u00f6rg Lindenmeier","orcid":"https://orcid.org/0000-0001-6736-7067","observed_orcids":["https://orcid.org/0000-0001-6736-7067"]},"institutions":[{"id":"https://openalex.org/I161046081","display_name":"University of Freiburg","ror":"https://ror.org/0245cg223","country_code":"DE","type":"education","lineage":["https://openalex.org/I161046081"]}],"countries":["DE"],"is_corresponding":true,"raw_author_name":"J\u00f6rg Lindenmeier","raw_affiliation_strings":["Department of Public and Nonprofit Management, University of Freiburg, Freiburg, Germany"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Public and Nonprofit Management, University of Freiburg, Freiburg, Germany","institution_ids":["https://openalex.org/I161046081"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5012078553","display_name":"Dieter K. Tscheulin","orcid":"https://orcid.org/0000-0001-9408-6113","observed_orcids":["https://orcid.org/0000-0001-9408-6113"]},"institutions":[{"id":"https://openalex.org/I161046081","display_name":"University of Freiburg","ror":"https://ror.org/0245cg223","country_code":"DE","type":"education","lineage":["https://openalex.org/I161046081"]}],"countries":["DE"],"is_corresponding":false,"raw_author_name":"Dieter K. Tscheulin","raw_affiliation_strings":["Department of Marketing and Health Care Management, University of Freiburg, Freiburg, Germany"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Marketing and Health Care Management, University of Freiburg, Freiburg, Germany","institution_ids":["https://openalex.org/I161046081"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5050930812","display_name":"Florian Drevs","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I161046081","display_name":"University of Freiburg","ror":"https://ror.org/0245cg223","country_code":"DE","type":"education","lineage":["https://openalex.org/I161046081"]}],"countries":["DE"],"is_corresponding":false,"raw_author_name":"Florian Drevs","raw_affiliation_strings":["Department of Marketing and Health Care Management, University of Freiburg, Freiburg, Germany"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Marketing and Health Care Management, University of Freiburg, Freiburg, Germany","institution_ids":["https://openalex.org/I161046081"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5027246247"],"corresponding_institution_ids":["https://openalex.org/I161046081"],"apc_list":null,"apc_paid":null,"fwci":5.7638,"has_fulltext":false,"cited_by_count":66,"citation_normalized_percentile":{"value":0.9547634,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":100},"biblio":{"volume":"25","issue":"3","first_page":"237","last_page":"255"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12735","display_name":"Blood donation and transfusion practices","score":0.8734999895095825,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12735","display_name":"Blood donation and transfusion practices","score":0.8734999895095825,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13841","display_name":"Psychology of Social Influence","score":0.09520000219345093,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11120","display_name":"Nonprofit Sector and Volunteering","score":0.018300000578165054,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/guilt-appeals","display_name":"guilt appeals","score":0.996999979019165},{"id":"https://openalex.org/keywords/anticipatory-guilt","display_name":"anticipatory guilt","score":0.8799999952316284},{"id":"https://openalex.org/keywords/prosocial-behavior","display_name":"prosocial behavior","score":0.8980000019073486},{"id":"https://openalex.org/keywords/blood-donation","display_name":"blood donation","score":0.9850000143051147},{"id":"https://openalex.org/keywords/persuasive-communication","display_name":"persuasive communication","score":0.8500000238418579},{"id":"https://openalex.org/keywords/reference-groups","display_name":"reference groups","score":0.7900000214576721},{"id":"https://openalex.org/keywords/two-sided-messages","display_name":"two-sided messages","score":0.8309999704360962},{"id":"https://openalex.org/keywords/nonprofit-organizations","display_name":"nonprofit organizations","score":0.5139999985694885}],"concepts":[{"id":"https://openalex.org/C158608086","wikidata":"https://www.wikidata.org/wiki/Q2990613","display_name":"Prosocial behavior","level":2,"score":0.9744444489479065},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.7809125185012817},{"id":"https://openalex.org/C2775933685","wikidata":"https://www.wikidata.org/wiki/Q1124860","display_name":"Donation","level":2,"score":0.7537058591842651},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.6945958733558655},{"id":"https://openalex.org/C2781310500","wikidata":"https://www.wikidata.org/wiki/Q1231428","display_name":"Persuasion","level":2,"score":0.606937825679779},{"id":"https://openalex.org/C207546712","wikidata":"https://www.wikidata.org/wiki/Q5710255","display_name":"Helping behavior","level":2,"score":0.534298837184906},{"id":"https://openalex.org/C2780791683","wikidata":"https://www.wikidata.org/wiki/Q846785","display_name":"Action (physics)","level":2,"score":0.45327651500701904},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.06881752610206604},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0},{"id":"https://openalex.org/C62520636","wikidata":"https://www.wikidata.org/wiki/Q944","display_name":"Quantum mechanics","level":1,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.1080/10495142.2013.816595","doi":"https://doi.org/10.1080/10495142.2013.816595","is_oa":false,"landing_page_url":"https://doi.org/10.1080/10495142.2013.816595","pdf_url":null,"source":{"id":"https://openalex.org/S157001289","display_name":"Journal of Nonprofit & Public Sector Marketing","issn_l":"1049-5142","issn":["1049-5142","1540-6997"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-40","russia-white-list-2","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Nonprofit & Public Sector Marketing","raw_type":"journal-article"},{"id":"pmh:oai:digitalcollection.zhaw.ch:11475/18169","doi":null,"is_oa":true,"landing_page_url":"https://digitalcollection.zhaw.ch/handle/11475/18169","pdf_url":null,"source":{"id":"https://openalex.org/S4306401811","display_name":"Z\u00fcrcher Hochschule f\u00fcr Angewandte Wissenschaften digital collection (Zurich University of Applied Sciences)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I858936495","host_organization_name":"ZHAW Zurich University of Applied Sciences","host_organization_lineage":["https://openalex.org/I858936495"],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Text"},{"id":"pmh:oai:freidok.uni-freiburg.de:13578","doi":null,"is_oa":false,"landing_page_url":"https://freidok.uni-freiburg.de/data/13578","pdf_url":null,"source":{"id":"https://openalex.org/S4306401057","display_name":"FreiDok plus (Universit\u00e4tsbibliothek Freiburg)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I161046081","host_organization_name":"University of Freiburg","host_organization_lineage":["https://openalex.org/I161046081"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Journal of nonprofit & public sector marketing. - 25, 3 (2013) , 237-255, ISSN: 1049-5142","raw_type":"article"}],"best_oa_location":{"id":"pmh:oai:digitalcollection.zhaw.ch:11475/18169","doi":null,"is_oa":true,"landing_page_url":"https://digitalcollection.zhaw.ch/handle/11475/18169","pdf_url":null,"source":{"id":"https://openalex.org/S4306401811","display_name":"Z\u00fcrcher Hochschule f\u00fcr Angewandte Wissenschaften digital collection (Zurich University of Applied Sciences)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I858936495","host_organization_name":"ZHAW Zurich University of Applied Sciences","host_organization_lineage":["https://openalex.org/I858936495"],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Text"},"sustainable_development_goals":[{"display_name":"Good health and well-being","score":0.4043000042438507,"id":"https://metadata.un.org/sdg/3"}],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":84,"referenced_works":["https://openalex.org/W46446543","https://openalex.org/W569467241","https://openalex.org/W1052971721","https://openalex.org/W1494186755","https://openalex.org/W1834481056","https://openalex.org/W1966159532","https://openalex.org/W1969520651","https://openalex.org/W1970779722","https://openalex.org/W1975936885","https://openalex.org/W1987593115","https://openalex.org/W1989230005","https://openalex.org/W1993964198","https://openalex.org/W1997109347","https://openalex.org/W1997609762","https://openalex.org/W2001034907","https://openalex.org/W2006992911","https://openalex.org/W2009571213","https://openalex.org/W2013301091","https://openalex.org/W2015871828","https://openalex.org/W2023042962","https://openalex.org/W2028125787","https://openalex.org/W2029665169","https://openalex.org/W2030286952","https://openalex.org/W2030658021","https://openalex.org/W2035677553","https://openalex.org/W2041963608","https://openalex.org/W2049321599","https://openalex.org/W2051016451","https://openalex.org/W2051248550","https://openalex.org/W2053708877","https://openalex.org/W2054611207","https://openalex.org/W2056490518","https://openalex.org/W2058805055","https://openalex.org/W2061539494","https://openalex.org/W2065198850","https://openalex.org/W2066057850","https://openalex.org/W2068155429","https://openalex.org/W2071897279","https://openalex.org/W2079478957","https://openalex.org/W2085123588","https://openalex.org/W2085279657","https://openalex.org/W2085450507","https://openalex.org/W2093598301","https://openalex.org/W2100413720","https://openalex.org/W2106536669","https://openalex.org/W2110472749","https://openalex.org/W2119913771","https://openalex.org/W2121779059","https://openalex.org/W2126669672","https://openalex.org/W2127209829","https://openalex.org/W2137945789","https://openalex.org/W2138343269","https://openalex.org/W2139935067","https://openalex.org/W2140977991","https://openalex.org/W2141049790","https://openalex.org/W2153155150","https://openalex.org/W2156022826","https://openalex.org/W2159305140","https://openalex.org/W2162841669","https://openalex.org/W2164552585","https://openalex.org/W2198829320","https://openalex.org/W2276590704","https://openalex.org/W2332512765","https://openalex.org/W2410988128","https://openalex.org/W2414748771","https://openalex.org/W2416113604","https://openalex.org/W2416491398","https://openalex.org/W2418240688","https://openalex.org/W2477188965","https://openalex.org/W2479031825","https://openalex.org/W2489364982","https://openalex.org/W2563185723","https://openalex.org/W2795614343","https://openalex.org/W2901415467","https://openalex.org/W2901494586","https://openalex.org/W2902225836","https://openalex.org/W3021175004","https://openalex.org/W3122012753","https://openalex.org/W3123035919","https://openalex.org/W3125747385","https://openalex.org/W3165635272","https://openalex.org/W4230666366","https://openalex.org/W4237572971","https://openalex.org/W4238552737"],"related_works":["https://openalex.org/W2079478957","https://openalex.org/W1997109347","https://openalex.org/W7100426980","https://openalex.org/W2139935067","https://openalex.org/W2137685157","https://openalex.org/W2991466924","https://openalex.org/W2740151074","https://openalex.org/W2564274664","https://openalex.org/W1795376938","https://openalex.org/W3041365831"],"abstract_inverted_index":{"This":[0],"study":[1,49,117],"investigates":[2],"the":[3,14,26,44,109],"effectiveness":[4],"of":[5,17,28,33,47,57,92,112],"guilt-arousing":[6],"communication":[7,42],"in":[8,77],"promoting":[9],"prosocial":[10,34,79],"behavior.":[11],"By":[12],"analyzing":[13],"distinct":[15],"effects":[16],"anticipatory":[18,68,113],"versus":[19],"reactive":[20,71],"guilt":[21,29,72,114],"appeals,":[22],"we":[23,51],"contribute":[24],"to":[25,83],"discussion":[27],"appeals":[30,73],"as":[31,130,132],"drivers":[32],"behavior,":[35],"especially":[36],"blood":[37,127],"donation.":[38],"Research":[39],"on":[40],"persuasive":[41],"provides":[43],"theoretical":[45],"basis":[46],"our":[48,53],"and":[50,125],"validate":[52],"hypotheses":[54],"by":[55,90],"means":[56],"two":[58],"2":[59,61],"\u00d7":[60],"factorial":[62],"between-subjects":[63],"designs.":[64],"We":[65],"find":[66],"that":[67],"rather":[69],"than":[70],"are":[74],"more":[75,97],"effective":[76],"generating":[78],"action":[80],"tendencies.":[81],"Compared":[82],"noninformational":[84],"reference":[85,94],"group":[86],"influences,":[87],"messages":[88,107],"endorsed":[89],"members":[91],"informational":[93],"groups":[95],"yielded":[96],"favorable":[98,110],"attitudinal":[99],"responses.":[100],"Besides":[101],"their":[102],"significant":[103],"main":[104],"effect,":[105],"two-sided":[106],"reinforce":[108],"impact":[111],"appeals.":[115],"The":[116],"concludes":[118],"with":[119],"practical":[120],"implications":[121],"for":[122,134],"nonprofit":[123],"organizations":[124],"public":[126],"donor":[128],"services":[129],"well":[131],"avenues":[133],"future":[135],"research.":[136]},"counts_by_year":[{"year":2026,"cited_by_count":4},{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":5},{"year":2023,"cited_by_count":5},{"year":2022,"cited_by_count":4},{"year":2021,"cited_by_count":10},{"year":2020,"cited_by_count":5},{"year":2019,"cited_by_count":3},{"year":2018,"cited_by_count":6},{"year":2017,"cited_by_count":15},{"year":2016,"cited_by_count":3},{"year":2015,"cited_by_count":2},{"year":2014,"cited_by_count":2},{"year":2013,"cited_by_count":1}],"updated_date":"2026-11-01T11:40:01.658920","created_date":"2016-06-24T00:00:00"}