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Driving toward a goal and the goal‐gradient hypothesis: the impact of goal proximity on compliance rate, donation size, and fatigue

2013; Wiley; Volume: 43; Issue: 9 Linguagem: Inglês

10.1111/jasp.12152

1559-1816

Jakob D. Jensen, Andy J. King, Nick Carcioppolo,

Death Anxiety and Social Exclusion

Journal of Applied Social PsychologyVolume 43, Issue 9 p. 1881-1895 Original Article Driving toward a goal and the goal-gradient hypothesis: the impact of goal proximity on compliance rate, donation size, and fatigue Jakob D. Jensen, Corresponding Author Jakob D. Jensen Department of Communication and Department of Health Promotion and Education, University of Utah Correspondence concerning this article should be addressed to Jakob D. Jensen, Department of Communication, University of Utah, 2423 LNCO, 255 S. Central Campus Drive, Salt Lake City, UT 84112. E-mail: [email protected]Search for more papers by this authorAndy J. King, Andy J. King College of Media and Communication, Texas Tech UniversitySearch for more papers by this authorNick Carcioppolo, Nick Carcioppolo Department of Communication Studies, University of MiamiSearch for more papers by this author Jakob D. Jensen, Corresponding Author Jakob D. Jensen Department of Communication and Department of Health Promotion and Education, University of Utah Correspondence concerning this article should be addressed to Jakob D. Jensen, Department of Communication, University of Utah, 2423 LNCO, 255 S. Central Campus Drive, Salt Lake City, UT 84112. E-mail: [email protected]Search for more papers by this authorAndy J. King, Andy J. King College of Media and Communication, Texas Tech UniversitySearch for more papers by this authorNick Carcioppolo, Nick Carcioppolo Department of Communication Studies, University of MiamiSearch for more papers by this author First published: 21 August 2013 https://doi.org/10.1111/jasp.12152Citations: 19Read the full textAboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onEmailFacebookTwitterLinkedInRedditWechat Abstract Driving toward a goal (DTAG) is a compliance technique derived from observed persuasion practice (e.g., telethons) wherein the persuader utilizes a goal pitch (e.g., "Help us raise $500") and progress toward a goal (e.g., a tote board) to encourage compliance. It was postulated that DTAG would be more effective than legitimizing a paltry contribution (LPC) at increasing compliance rate, size, and stability. In Study 1, a fundraising field experiment (N = 840 donations) found that LPC garnered significantly more donations and DTAG garnered significantly larger donations. In Study 2, a lab experiment (N = 992 participants) found that LPC garnered more donations at Time 1, DTAG garnered more donations over time (eventually matching LPC), and LPC yielded smaller donations over time. References Andrews, K. R., Carpenter, C. J., Shaw, A. S., & Boster, F. J. (2008). 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