setting, as sending direct mailings represents a large part of charitable fundraising activity. Households often receive … unique database by merging the databases of three large charity organizations in the Netherlands. This results in household … level data on the direct mailings received and the donations made by each household to each charity. Our results show that …

. Without any request, donations are rarely made, and it is well known that each request for money by a charity likely generates … at least some revenues. Whether a single request from a charity increases the total amount donated by an individual is … strong cannibalization of the charity’s own revenues that prevails. This empirical finding suggests the important conclusion …