Fear-then-relief, legitimizing a paltry contribution, and charity

Barbara Dolinska , Dariusz Doliński

Abstract

Introduction. – The compliance literature describes multiple techniques of social influence. Some of themhave proven effective at inducing compliance in the charity domain. One such technique is referred to aslegitimizing a paltry contribution (LPC). There are theoretical grounds on which it can be assumed thatthis technique will be particularly effective in conditions in which a person feels relief from fear.Objective. – The aim of the study was to examine whether people who experience fear-relief sequencesare more susceptible to the LPC technique than those in a neutral emotional state.Method. – In two field studies, some people experienced relief from fear, while others remained in aneutral emotional state. The participants were then asked to donate to a worthy cause. A request wasformulated either in a standard way, or with the phrase “even a penny will help”.Results. – The two experiments yielded consistent results. It turned out that the LPC technique wasparticularly effective when participants had experienced relief from fear.Conclusions. – The aforementioned pattern of results is important for the development of theoreticalknowledge about techniques of social influence, and has direct practical implications.
Author Barbara Dolinska
Barbara Dolinska,,
-
, Dariusz Doliński (Wydział Zamiejscowy we Wrocławiu)
Dariusz Doliński,,
- Wydział Zamiejscowy we Wrocławiu
Journal seriesEuropean Review of Applied Psychology/ Revue Européenne de Psychologie Appliquée, ISSN 1162-9088, (C 25 pkt)
Issue year2014
Vol64 (1)
Pages29-34
Publication size in sheets0
ASJC Classification3202 Applied Psychology
DOIDOI:10.1016/j.erap.2013.04.002
URL http://www.sciencedirect.com/science/article/pii/S1162908813000455
Languageen angielski
File
Dolińska-Doliński.pdf 459.3 KB
Score (nominal)25
Publication indicators Scopus SNIP (Source Normalised Impact per Paper): 2014 = 0.689; WoS Impact Factor: 2014 = 0.677 (2) - 2014=0.721 (5)
Citation count*9 (2020-06-29)
Additional fields
Dorobek Naukowy - Preview URLhttp://dn.swps.edu.pl/Podglad.aspx?WpisID=14170
Dorobek Naukowy - Approve URLhttp://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=14170
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* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.
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