The Legitimization of Paltry Contributions as a Compliance-Gaining Technique: A Meta-Analysis Testin...

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Bibliographische Detailangaben
Beteiligte: Bolkan, San, Rains, Stephen A.
In: Communication Research, 44, 2017, 7, S. 976-996
veröffentlicht:
SAGE Publications
Medientyp: Artikel, E-Artikel

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Umfang: 976-996
ISSN: 0093-6502
1552-3810
DOI: 10.1177/0093650215602308
veröffentlicht in: Communication Research
Sprache: Englisch
Schlagwörter:
Kollektion: SAGE Publications (CrossRef)
Inhaltsangabe

<jats:p> 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. </jats:p>