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

2013; Elsevier BV; Volume: 64; Issue: 1 Linguagem: Inglês

10.1016/j.erap.2013.04.002

1878-3457

Barbara Dolińska, Dariusz Doliński,

Stalking, Cyberstalking, and Harassment

Abstract Introduction The compliance literature describes multiple techniques of social influence. Some of them have proven effective at inducing compliance in the charity domain. One such technique is referred to as legitimizing a paltry contribution (LPC). There are theoretical grounds on which it can be assumed that this 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 sequences are 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 a neutral emotional state. The participants were then asked to donate to a worthy cause. A request was formulated 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 was particularly effective when participants had experienced relief from fear. Conclusions The aforementioned pattern of results is important for the development of theoretical knowledge about techniques of social influence, and has direct practical implications.