Getting More by Asking for Less: The Effects of Request Size on Donations of Charity1

In the context of an annual fundraising drive for the American Society, two field experiments were conducted to test the relative effectiveness of suggesting either small or large contributions. In experiment 1, as part of a door-to-door campaign 300 people were randomly assigned to: (a) a standard request for contributions (control); (b) the standard request plus the words, “even a penny will help”; or (c) the standard request plus the words, “a generous contribution would really help.” As hypothesized, asking for a generous contribution significantly decreased the percentage of people who donated and failed to increase the average size of contribution by those who gave. Inconsistent with previous findings, the even-a-penny condition did not increase donating. In the second experiment conceptually similar requests were made in a mail-out campaign: 6,000 requests were made—2,000 suggested relatively small amounts (options beginning at $5); 2,000 suggested large amounts (options beginning at $5); and 2,000 were unspecified with regard to recommended amount (control). As expected, compared to the control condition, asking for small amounts increased the proportion of donors to nondonors without decreasing the average size of contributions, while asking for large amounts decreased the proportion of donors to nondonors without increasing the size of contributions. It is suggested that the findings have important implications for charitable fundraising.     

PRODUCING GENERALIZED JOB INITIATIVE IN SEVERELY MENTALLY RETARDED SHELTERED WORKERS

The development of generalized job initiative was examined with three severely retarded men working in an industrial assembly area of a sheltered workshop. Interventions included discrimination training, role-play training, and self-monitoring. For each participant, training was applied sequentially to three sets of job initiative behaviors. Intensive training was required to establish the first set of job initiative behaviors; however, the second and third sets of job initiative behaviors were learned with only discrimination training. The discussion summarizes the findings and suggests research needed to develop more powerful learning-to-learn paradigms.     

APPARENT COVARIATION BETWEEN CHILD HABIT DISORDERS: EFFECTS OF SUCCESSFUL TREATMENT FOR THUMB SUCKING ON UNTARGETED CHRONIC HAIR PULLING

We evaluated the effects of aversive taste treatment of thumb sucking on untreated trichotillomania (habitual hair pulling) in two children who chronically pulled their hair and sucked their thumbs. A combination of withdrawal and nonconcurrent multiple baseline designs showed that, concomitant with the successful treatment of thumb sucking, hair pulling was also eliminated. The results suggest an efficient method for changing behaviors that are difficult to treat directly.     

Target Groups for Preventing AIDS Among Intravenous Drug Users

The acquired immune deficiency syndrome (AIDS) has rapidly become the most serious medical consequence of injecting illicit drugs. Its potential impact on intravenous (IV) drug use is enormous. Human immunodeficiency virus (HIV, also known as HTLV-III and LAV), the virus that causes AIDS, appears, usually, to lead to lifelong infection. At present there is no effective treatment, and the treatments under development may require lifelong antiviral therapy. Since most of the antibody produced in response to HIV infection does not neutralize the virus, and since there is substantial genetic variation in the virus, it will be difficult to develop a vaccine. Even after vaccines are developed, testing their safety and efficacy will be formidable problems. Until either effective treatment or vaccines are developed, control of the epidemic among IV drug users must be attempted through behavior change/prevention efforts. In this paper we will review the epidemiology of AIDS among IV drug users and characteristics of the IV drug-use subculture relevant to prevention efforts. We will then identify different target groups for these prevention efforts, present available evidence about behavior change in these groups, and then briefly discuss how to prevent transmission of HIV to heterosexual partners who are not themselves IV drug users and to the children of IV drug users.     

Recommended Regulation of Common Drugs: The Relative Influence of Facts vs. Labels

The present study examined the hypothesis that individuals are more influenced by a drug name than by the side effects associated with that drug when making recommendations regarding regulation. Subjects recommended the amount of regulation that should exist for eight drugs ranging from aspirin to LSD. One third of the subjects were asked to make recommendations based only on the drug name. Another third made recommendations based only on the facts associated with the drugs (i.e., side effects, symptoms). A final third made recommendations based on both facts and the drug name. Results indicated that, when given only the facts, subjects' recommendations deviated greatly from the actual regulation of the drugs but that the facts were ignored if subjects knew the name of the drug. These results suggest that critical information may be ignored when decisions are made about drug regulation. The implications for self-regulated drug use are discussed.     

MAINTAINING PERFORMANCE OF AUTISTIC CLIENTS IN COMMUNITY SETTINGS WITH DELAYED CONTINGENCIES

To facilitate the classroom and workshop integration of three autistic clients, we examined the feasibility of teaching them to respond appropriately without the continual presence of specially trained treatment providers. Within a multiple baseline design, a 4-step treatment process was implemented to promote durable responsive performance. Results indicated that the therapist could be removed from the treatment environment and that appropriate behavior could be successfully maintained in community settings with only infrequent and delayed contingencies.     

Saying and doing: A contingency-space analysis

Correspondences between verbal responding (saying) and nonverbal responding (doing) may be organized in terms of the classes of verbal/nonverbal relations into which particular instances of verbal/nonverbal response sequences can enter. Contingency spaces, which display relations among events in terms of the probability of one event given or not given another, have been useful in analyses of nonverbal behavior. We derive a taxonomy of verbal/nonverbal behavior relations from a contingency space that takes into account two conditional probabilities: the probability of a nonverbal response given a verbal response and that probability given the absence of the verbal response. For example, positive correspondence may be said to exist as a response class when the probability of doing is high given saying but is otherwise low. Criteria for other generalized classes, including negative correspondence, follow from this analysis.     

Changes in the level and quality of object relations in psychoanalysis: followup of a longitudinal, prospective study

As part of a prospective, longitudinal study of suitability for and outcome of psychoanalysis, 22 patients were evaluated for changes in the level and quality of their object relations. These patients had been accepted for supervised analysis with candidates in training by senior analysts who had diagnosed them as neurotic. The majority of these patients reported difficulties in relationships as at least one of their reasons for originally seeking psychoanalytic treatment. Prior to beginning analysis, each patient was given a battery of psychological tests. One year after the termination of analysis, the test battery was readministered and a followup interview was conducted separately with each patient and analyst. Ratings of change based on patient and analyst interviews and comparisons of psychological tests before and after treatment all showed statistically significant improvement in the level and quality of object relations for this patient group. The results of this study support what is often observed in clinical practice, that psychoanalysis has a positive effect on the level and quality of a patient's object relations.     

Contrasts in the self-esteem of unwed teenage mothers

The self-esteem of 93 unmarried females between the ages of fourteen and nineteen was measured upon entry into several state-sponsored training programs. Some significant differences were discovered concerning the impact of early motherhood on these individuals. The symbolic importance of motherhood, as a passage into adult status, and the intervening effects of normative group anchorage may mediate between individuals' cognitive ability and their level of self-esteem.