TY - JOUR
T1 - The Legitimization of Paltry Contributions as a Compliance-Gaining Technique
T2 - A Meta-Analysis Testing Three Explanations
AU - Bolkan, San
AU - Rains, Stephen A.
N1 - Publisher Copyright:
© 2015, © The Author(s) 2015.
PY - 2017/10/1
Y1 - 2017/10/1
N2 - The legitimization of paltry contributions (LPC) has been shown to be an effective compliance-gaining technique across a variety of empirical investigations. However, the theoretical explanations regarding the effectiveness of the tactic and the effects of LPC messages on donation amounts warrant further consideration. A meta-analytic review of LPC research was conducted to examine these issues. Consistent with a prior meta-analysis, LPC messages increased compliance rates (r =.22, k = 34, n = 3,181) relative to control conditions. Three moderators were also tested. The results indicated that impression management concerns and perceptions of requestor need explained the effects of LPC messages on compliance rates. A second analysis (r = −.23, k = 11, n = 1,531) offered evidence that LPC messages led to smaller mean donation amounts. A third analysis showed that LPC messages produced similar donation totals relative to control messages.
AB - The legitimization of paltry contributions (LPC) has been shown to be an effective compliance-gaining technique across a variety of empirical investigations. However, the theoretical explanations regarding the effectiveness of the tactic and the effects of LPC messages on donation amounts warrant further consideration. A meta-analytic review of LPC research was conducted to examine these issues. Consistent with a prior meta-analysis, LPC messages increased compliance rates (r =.22, k = 34, n = 3,181) relative to control conditions. Three moderators were also tested. The results indicated that impression management concerns and perceptions of requestor need explained the effects of LPC messages on compliance rates. A second analysis (r = −.23, k = 11, n = 1,531) offered evidence that LPC messages led to smaller mean donation amounts. A third analysis showed that LPC messages produced similar donation totals relative to control messages.
KW - compliance-gaining
KW - even a penny
KW - legitimizing paltry favors
KW - meta-analysis
KW - paltry contributions
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U2 - 10.1177/0093650215602308
DO - 10.1177/0093650215602308
M3 - Article
AN - SCOPUS:85029820682
SN - 0093-6502
VL - 44
SP - 976
EP - 996
JO - Communication Research
JF - Communication Research
IS - 7
ER -