Using data from an experiment carried out by a large nonprofit organization, this paper finds that lapsed donors who received a solicitation letter referencing a relatively high donation made by another donor (high social information) were more generous in giving, but overall less likely to make a donation, relative to the baseline (low social information) group. After using the propensity score matching to correct for pretreatment differences in the two experimental groups, the estimated effect of high social information on the average donation amount is an increase of $14.95 (45 %). However, high social information is also found to reduce the probability a lapsed donor will give by 4.1 %. Thus, high social information can have potentially offsetting effects when applied to lapsed donors. Nonprofits should consider this trade-off when employing social information fundraising techniques to solicit donations from lapsed donors.

For insects whose larvae are incapable of moving between food resources, the selection of oviposition sites by females is critical to the survival and development of their offspring. In such insects, it is known that females utilise and benefit from conspecific cues for oviposition choice. Studying how information from the behaviour of conspecifics affects egg-laying decision-making is crucial for understanding the biology of insects, which can lead to novel strategies for pest management. We focused on the reproductive behaviour of the Asian long-horned beetle Anoplophora glabripennis, which has become an invasive pest species throughout the world. Here, we show that A. glabripennis avoids sites already containing conspecific cues during egg-laying decision-making. The field survey measuring the distance between neighbouring oviposition scars (in this species, females make scars through the bark of host branches for laying eggs) suggested that the selection of oviposition sites by females is not random. In laboratory oviposition-choice bioassays, females made less oviposition scars on branches containing scars made by other females than those without scars. In addition, female oviposition was also deterred by the presence of their own oviposition scars. Our results indicate that avoiding sites containing conspecific (and their own) traces realises fitness benefit such as reducing resource competition among larvae. This study provides insights into the reproductive behaviour of this invasive longhorn beetle, which is useful for developing environmentally friendly control methods such as oviposition deterrents.

This paper examines how image concerns affect the way giving behavior responds to social information. Subjects in the laboratory decide first whether they wish to donate part of their earnings to a charity, and then, conditional on opting in, decide how much to donate. They receive information on the size of a previous donation either before or after opting in, which allows one to examine the effect of the social information on the extensive and intensive margins of giving separately, and thus distinguish self-image concerns from potential alternative mechanisms. Information on a large previous donation caused subjects to opt out, but when shown only after opt-in, the same information caused subjects to increase donation amounts and did not lead to $0 donations. As further evidence of the influence of image concerns, the reaction to the social information was found to be correlated with a preference for quietly exiting a dictator game, and with scoring high on neuroticism. The results have implications for the inferences we draw about donor motives and welfare based on changes in giving in response to social information.

In this paper we study the effect of downward social information in contribution decisions to fund public goods. We describe the results of a field experiment run in conjunction with the fundraising campaigns of a public radio station. Renewing members are presented with social information (information about another donor's contribution) which is either above or below their previous (last year's) contribution. We find that respondents change their contribution in the direction of the social information; increasing their contribution when the social information is above their previous contribution, and decreasing their contribution when the social information is below. We hypothesize about the psychological motivations that may cause the results and test these hypotheses by comparing the relative size of the upward and downward shifts. These results improve our understanding of cooperation in public good provision and suggest differential costs and benefits to fundraisers in providing social information.

From public health to political campaigns, numerous attempts to encourage behavior begin with the spread of information. Of course, seeding new information does not guarantee action, especially when it is difficult for receivers to verify this information. We use a novel design that introduced valuable, actionable information in rural Uganda and reveals the intermediate process that led many in the village to hear the information but only some to act on it. We find that the seeded information spread easily through word of mouth via a simple contagion process. However, acting on the information spread less easily; this process relied instead on endogenously created social information that served to vet, verify, and pass judgment. Our results highlight an important wedge between information that a policy intervention can best control and the behavior that ultimately results.

Nudges based on social norms (norm-nudges) can be compelling behavioral interventions compared with traditional interventions such as taxes and regulations, but they do not work in all circumstances. We tested two empirical norm-nudge frames in an online experiment on taking measures for flood preparedness with large samples of homeowners (N = 1805) in two European countries, to evaluate the possible interactions between norm-nudge effectiveness, individual characteristics, and intercultural differences. We contrasted these norm-nudge treatments with a control and norm-focusing treatment by asking respondents to express their beliefs about what other respondents would do before making a decision relevant to their own payoff. We find no evidence of a treatment effect, suggesting that our social norm-nudges do not affect flood preparedness in the context of a flood risk investment game.

Ovipositional decisions in herbivorous insects may be affected by social information from conspecifics. Social facilitation of oviposition has been suggested for the onion fly Delia antiqua. In the current study, we found that D. antiqua oviposition was unequal between paired oviposition stations of equal quality and that more eggs were laid on an oviposition station baited with decoy flies than on the control. The increased oviposition toward the decoys continued over time >8 h. When decoys were placed upside down, the number of eggs laid did not differ between the decoy and control sides of oviposition stations, suggesting that social facilitation of oviposition is mediated by visual cues. Based on these findings, mechanisms of social facilitation of oviposition in D. antiqua were discussed.

How does an individual decision maker update his or her beliefs in the light of others’ beliefs? We present an empirical investigation that varies decision makers’ access to other peoples’ beliefs: whether they know what course of action others have taken (in this case how a problem is solved) and whether they know why this course of action was taken (why a particular solution is preferred). We propose a number of process models of advice taking that do and do not accommodate the reasons given for belief (epistemic social information), and evaluate which is used through model comparison techniques.