{"id":"https://openalex.org/W4400440501","doi":"https://doi.org/10.5465/amproc.2024.335bp","title":"From Warm Glow to Cold Chill: The Effect of Choice Framing on Donations","display_name":"From Warm Glow to Cold Chill: The Effect of Choice Framing on Donations","publication_year":2024,"publication_date":"2024-07-09","ids":{"openalex":"https://openalex.org/W4400440501","doi":"https://doi.org/10.5465/amproc.2024.335bp"},"language":"en","primary_location":{"id":"doi:10.5465/amproc.2024.335bp","doi":"https://doi.org/10.5465/amproc.2024.335bp","is_oa":false,"landing_page_url":"http://dx.doi.org/10.5465/amproc.2024.335bp","pdf_url":null,"source":{"id":"https://openalex.org/S4210223487","display_name":"Academy of Management Proceedings","issn_l":"0065-0668","issn":["0065-0668","2151-6561","2376-7197"],"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310316266","host_organization_name":"Academy of Management","host_organization_lineage":["https://openalex.org/P4310316266"],"host_organization_lineage_names":["Academy of Management"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Academy of Management Proceedings","raw_type":"journal-article"},"volume":null,"type":"conference-abstract","is_traditional":false,"indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5081061832","display_name":"Ilana Brody","orcid":"https://orcid.org/0000-0003-4093-8426","observed_orcids":["https://orcid.org/0000-0003-4093-8426"]},"institutions":[{"id":"https://openalex.org/I161318765","display_name":"University of California, Los Angeles","ror":"https://ror.org/046rm7j60","country_code":"US","type":"education","lineage":["https://openalex.org/I161318765"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Ilana Brody","raw_affiliation_strings":["UCLA Anderson School of Management"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"UCLA Anderson School of Management","institution_ids":["https://openalex.org/I161318765"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5018834080","display_name":"Hengchen Dai","orcid":"https://orcid.org/0000-0001-7640-6558","observed_orcids":["https://orcid.org/0000-0001-7640-6558"]},"institutions":[{"id":"https://openalex.org/I161318765","display_name":"University of California, Los Angeles","ror":"https://ror.org/046rm7j60","country_code":"US","type":"education","lineage":["https://openalex.org/I161318765"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Hengchen Dai","raw_affiliation_strings":["UCLA Anderson School of Management"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"UCLA Anderson School of Management","institution_ids":["https://openalex.org/I161318765"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5014669312","display_name":"Jana Gallus","orcid":"https://orcid.org/0000-0002-0885-3767","observed_orcids":["https://orcid.org/0000-0002-0885-3767"]},"institutions":[{"id":"https://openalex.org/I161318765","display_name":"University of California, Los Angeles","ror":"https://ror.org/046rm7j60","country_code":"US","type":"education","lineage":["https://openalex.org/I161318765"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Jana Gallus","raw_affiliation_strings":["UCLA Anderson School of Management"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"UCLA Anderson School of Management","institution_ids":["https://openalex.org/I161318765"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5017626918","display_name":"Kiki Koutmeridou","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Kiki Koutmeridou","raw_affiliation_strings":["DonorVoice"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"DonorVoice","institution_ids":[]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":false,"cited_by_count":0,"citation_normalized_percentile":null,"cited_by_percentile_year":null,"biblio":{"volume":"2024","issue":"1","first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10315","display_name":"Decision-Making and Behavioral Economics","score":0.8163999915122986,"subfield":{"id":"https://openalex.org/subfields/1800","display_name":"General Decision Sciences"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10315","display_name":"Decision-Making and Behavioral Economics","score":0.8163999915122986,"subfield":{"id":"https://openalex.org/subfields/1800","display_name":"General Decision Sciences"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11120","display_name":"Nonprofit Sector and Volunteering","score":0.1477999985218048,"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/T10646","display_name":"Experimental Behavioral Economics Studies","score":0.018799999728798866,"subfield":{"id":"https://openalex.org/subfields/2002","display_name":"Economics and Econometrics"},"field":{"id":"https://openalex.org/fields/20","display_name":"Economics, Econometrics and Finance"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/charitable-giving","display_name":"charitable giving","score":0.7639999985694885},{"id":"https://openalex.org/keywords/prosocial-behavior","display_name":"prosocial behavior","score":0.9200000166893005},{"id":"https://openalex.org/keywords/sense-of-agency","display_name":"sense of agency","score":0.7599999904632568},{"id":"https://openalex.org/keywords/warm-glow","display_name":"warm glow","score":0.6520000100135803}],"concepts":[{"id":"https://openalex.org/C169087156","wikidata":"https://www.wikidata.org/wiki/Q2131593","display_name":"Framing (construction)","level":2,"score":0.6514122486114502},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.34460413455963135},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.1910628378391266},{"id":"https://openalex.org/C95457728","wikidata":"https://www.wikidata.org/wiki/Q309","display_name":"History","level":0,"score":0.17756840586662292},{"id":"https://openalex.org/C166957645","wikidata":"https://www.wikidata.org/wiki/Q23498","display_name":"Archaeology","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.5465/amproc.2024.335bp","doi":"https://doi.org/10.5465/amproc.2024.335bp","is_oa":false,"landing_page_url":"http://dx.doi.org/10.5465/amproc.2024.335bp","pdf_url":null,"source":{"id":"https://openalex.org/S4210223487","display_name":"Academy of Management Proceedings","issn_l":"0065-0668","issn":["0065-0668","2151-6561","2376-7197"],"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310316266","host_organization_name":"Academy of Management","host_organization_lineage":["https://openalex.org/P4310316266"],"host_organization_lineage_names":["Academy of Management"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Academy of Management Proceedings","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W3133244659","https://openalex.org/W2511557515","https://openalex.org/W2375722252","https://openalex.org/W2765167644","https://openalex.org/W4377219944","https://openalex.org/W2537704568","https://openalex.org/W7125824509","https://openalex.org/W2790660967","https://openalex.org/W7212080283","https://openalex.org/W7214892653"],"abstract_inverted_index":{"Extant":[0],"research":[1,139],"and":[2,22,40,118,160],"practitioner":[3],"advice":[4],"tout":[5],"that":[6,49,81],"organizations":[7],"should":[8],"give":[9],"people":[10],"choice":[11,34,55,83,126,150,154],"to":[12,51,59,86,99,101,130,134,143],"increase":[13],"their":[14],"prosociality.":[15,152],"With":[16],"three":[17],"preregistered":[18],"experiments":[19],"across":[20],"field":[21],"online":[23],"settings":[24],"(N=25,399),":[25],"we":[26],"challenge":[27],"this":[28],"assumption,":[29],"identify":[30],"conditions":[31],"under":[32],"which":[33],"can":[35,155],"be":[36],"helpful":[37],"versus":[38],"harmful,":[39],"uncover":[41],"the":[42,112,145,182],"underlying":[43],"psychological":[44],"processes.":[45],"We":[46],"first":[47],"show":[48],"relative":[50],"no":[52],"choice,":[53],"a":[54,62,67,75,90,94,125,141,165,169,178],"framed":[56,127],"as":[57,84,97,106,128],"\u201cwhat":[58,100],"give\u201d":[60,102],"(e.g.,":[61,88],"\u201cBasic":[63],"Needs":[64],"Basket\u201d":[65],"or":[66,92],"\u201cSurvivor\u2019s":[68],"Kit\u201d)":[69],"increases":[70],"donation":[71,104],"interest":[72,105],"by":[73],"elevating":[74],"sense":[76],"of":[77,116,148,158,184],"agency.":[78],"However,":[79],"framing":[80],"same":[82],"\u201cwho":[85,129],"help\u201d":[87,131],"\u201cHelp":[89,93],"Child\u201d":[91],"Trafficked":[95],"Girl\u201d)":[96],"opposed":[98],"reduces":[103],"it":[107],"causes":[108],"decision":[109,119],"discomfort.":[110],"Importantly,":[111],"two":[113,172],"competing":[114],"mechanisms":[115],"agency":[117,159],"discomfort":[120],"may":[121,175],"cancel":[122],"out":[123],"when":[124],"is":[132],"compared":[133],"not":[135],"giving":[136,149],"choice.":[137],"This":[138],"provides":[140],"framework":[142],"understand":[144],"nuanced":[146],"effects":[147],"on":[151],"While":[153],"enhance":[156],"feelings":[157],"satisfy":[161],"individuals\u2019":[162],"quest":[163],"for":[164],"\u201cwarm":[166],"glow\u201d,":[167],"facing":[168],"tradeoff":[170],"between":[171],"recipient":[173],"populations":[174],"instead":[176],"elicit":[177],"\u201ccold":[179],"chill\u201d,":[180],"freezing":[181],"likelihood":[183],"donating":[185],"at":[186],"all.":[187]},"counts_by_year":[],"updated_date":"2026-07-14T23:27:15.235271","created_date":"2024-07-10T00:00:00"}