Beteiligte: | , |
---|---|
In: | Communication Research, 44, 2017, 7, S. 976-996 |
veröffentlicht: |
SAGE Publications
|
Medientyp: | Artikel, E-Artikel |
Umfang: | 976-996 |
---|---|
ISSN: |
0093-6502
1552-3810 |
DOI: | 10.1177/0093650215602308 |
veröffentlicht in: | Communication Research |
Sprache: | Englisch |
Schlagwörter: | |
Kollektion: | SAGE Publications (CrossRef) |
<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> |