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Let's Dialogue About Penny: Effectiveness of Dialogue Involvement and Legitimizing Paltry Contribution Techniques 1
Author(s) -
Dolinski Dariusz,
Grzyb Tomasz,
Olejnik Jacek,
Prusakowski Slawomir,
Urban Katarzyna
Publication year - 2005
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/j.1559-1816.2005.tb02164.x
Subject(s) - donation , compliance (psychology) , statement (logic) , psychology , social psychology , set (abstract data type) , content (measure theory) , public relations , law , political science , computer science , mathematics , mathematical analysis , programming language
Earlier research has shown (Cialdini & Schroeder, 1976) that the statement “Even a penny will help” added to a standard request for charity donation considerably increases the probability of carrying it out. The present study tested the effectiveness of this technique in various contexts in a set of 3 field experiments conducted on the streets of 2 Polish cities. The results proved, first, that success can be strengthened when combined with a dialogue in which a requester is involved prior to being asked for a donation. Second, it was shown that the dialogue itself produced more compliance than did a monologue. Third, it was demonstrated that dialogue related to the content of the requested issue may or may not result in an increase in compliance, presumably depending on the in‐group/out‐group focus of the dialogue's content. Practical implications for charity donation are offered.