The Legitimization of Paltry Contributions as a Compliance-Gaining Technique: A Meta-Analysis Testing Three Explanations

San Bolkan, Stephen A Rains

Research output: Contribution to journalArticle

5 Citations (Scopus)

Abstract

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.

Original languageEnglish (US)
Pages (from-to)976-996
Number of pages21
JournalCommunication Research
Volume44
Issue number7
DOIs
StatePublished - Oct 1 2017

Fingerprint

Testing
donation
Moderators
moderator
Compliance
Compliance Gaining
Legitimization
Meta-analysis
tactics
management
evidence
Donation

Keywords

  • compliance-gaining
  • even a penny
  • legitimizing paltry favors
  • meta-analysis
  • paltry contributions

ASJC Scopus subject areas

  • Language and Linguistics
  • Communication
  • Linguistics and Language

Cite this

The Legitimization of Paltry Contributions as a Compliance-Gaining Technique : A Meta-Analysis Testing Three Explanations. / Bolkan, San; Rains, Stephen A.

In: Communication Research, Vol. 44, No. 7, 01.10.2017, p. 976-996.

Research output: Contribution to journalArticle

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