‘Three is better than two’: Increasing donations with the attraction effect

Five experiments (N_total = 2,503) tested the attraction effect and its boundary conditions in the context of helping behaviour. Participants could choose one donation appeal in a set of either two or three alternatives. The three alternatives set included a decoy – an alternative that resembled but was clearly inferior to a target (i.e., the most beneficial) alternative. A clear and consistent pattern emerged: Participants chose the target alternative more frequently and perceived it as more beneficial (and somewhat less costly) when the decoy was present compared to when it was absent. This finding was robust when the attribute ratings of the alternatives were unclear, when the target alternative offered a bundle of unrelated products, and when participants could refrain from donating altogether, or contribute any amount they wished. Our findings offer concrete and simple strategies that charities can implement at zero cost to increase giving and the perceived benefits that people’s good deed bring about to those in need.     

Book reviews

Friedman, M.I., Tordoff, M.G., & Kare, M.R. (Eds.) (1991). Chemical senses, Volume 4: Appetite and Nutrition. New York: Marcel Dekker Inc. Pp. 491. ISBN 0-8247-8371-9. $150.

Smith, J.A., & Boyd, K.M. (1991). Lives in the balance: The ethics of using animals in biomedical research. Oxford: Oxford University Press. Pp. xvi + 352. ISBN 0-19-8547447. £19.50.

Davis, H. and Balfour, D. (Eds.) (1992). The inevitable bond. Examining scientist-animal interactions. Cambridge: Cambridge University Press. Pp. 399. ISBN 0-521-40510-6. £45.00.     

A Fluid Demos for a Hypermigration Polity

Res Publica - In this paper I will hold that it is desirable to ensure people be included within the borders and the political community both, but I will point out the potential incompatibility of...     

Effects of Socioeconomic Status,Parental Stress,and Family Support on Children’s Physical and Emotional Health During the COVID-19 Pandemic

Journal of Child and Family Studies - In the current study, we conduct an exploratory study on children’s emotional and physical health in response to the COVID-19 pandemic. The direct and...