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.     

Accessibility of case and gender contrasts for agent--object assignment in Broca's aphasics and fluent anomics

Yugoslav agrammatic Broca's aphasics, fluent anomics, and control subjects were tested for comprehension of agent-object relations in a series of simple Serbo-Croatian sentences in the conversational past tense, consisting of two nouns and a transitive action verb. The availability of two closed class cues--case contrasts and gender contrasts--as well as the availability of an open class lexical cue--animacy contrasts--was varied across sentences. An analysis of subjects' agent-object assignments yielded the following results: Both Broca's aphasics and fluent anomics showed a selective impairment in sensitivity to closed class morphology, although anomics were considerably less impaired than Broca's aphasics. This finding was interpreted as evidence for a non-syndrome-dependent vulnerability of abilities to process closed class morphology for comprehension. In addition, the pattern of agent-object assignments for Broca's aphasics revealed that the degree to which they were able to access the two closed class cues depended on a convergence of the various cues to agent-object relations. In particular, a convergence of case and gender contrasts had an interactive effect on Broca's responses: Gender agreement cues were accessed only in the presence of convergent case contrasts. Conversely, sensitivity to case contrasts was dramatically heightened in the presence of convergent gender contrasts. These results were consistent with a view that the two cues function as intrasentential "primes" or "retrieval cues" for one another.     

Cognitive impairment in preschoolers: Identification using the personality inventory for children-revised

This study evaluated the clinical validity of the Intellectual Screening, Development, and Achievement scales of the Personality Inventory for Children-Revised (PIC-R), as well as the newly derived PIC-R Factor IV scale, in identifying cognitive impairment in a clinic-referred sample of preschoolers. The clinical validity of these PIC-R subscales was also compared to that of the Minnesota Child Development Inventory (MCDI). The results showed that the PIC-R scales and Factor IV were reasonably successful in identifying cognitively impaired preschoolers, but much less successful in identifying cognitively normal preschoolers. Overall, the MCDI was the most successful in correctly identifying the preschoolers' cognitive status.     

Psychosocial risk factors, natural immunity, and cancer progression: Implications for intervention

One of the more important and emerging fields in which psychologists collaborate with other disciplines is psychoimmunology. Centuries of clinical anecdote and decades of psychosomatic hypotheses have gained credibility in the eyes of the medical establishment—and many patients—by the systematic investigation of mechanisms potentially explaining how events intrapsychic and interpersonal could affect physical disease processes. The central nervous system is connected with the immune system by both neuronal and endocrinological pathways. The immune system has been found to mediate the organism’s response to aberrations of its own normal functions, as well as to invading organisms from without. AIDS, arthritis, asthma, lupus, and herpes are some of the illnesses in which research is demonstrating important relationships among psychosocial and immunological factors and disease course. In this article, we first discuss the immunological apparatus in order to provide a base for subsequent discussions of the effects of stress on immune function. Then we discuss malignant diseases and current evidence that disease course is related to both psychosocial stressors and immune function. We next discuss a model of these interactions, and finally we talk about interventions incorporating psychosocial factors aimed at influencing immune status and, thus, disease course.     

Perceived control and health

Perceived control (PC) is defined as thebelief that one can determine one’s own internal states and behavior, influence one’s environment, and/or bring about desired outcomes. Two important dimensions of PC are delineated: (1) whether the object of control is located in the past or the future and (2) whether the object of control is over outcome, behavior, or process. A variety of constructs and measures of PC (e.g., efficacy, attribution, and locus of control) are discussed in relation to these dimensions and selected studies are reviewed. The issues, controversies, and limits of the research on perceived control and health are addressed in terms of the antecedents and consequences of perceived control. Investigations should clearly conceptualize the object of perceived control, use measures that match the conceptualization, and when attempting to manipulate control, directly measure perceived control. The relation between PC and health outcomes is complex, and different aspects of PC may interact to affect health outcomes.     

The role of phonemes and syllables in the perceived similarity of speech sounds for children

In two experiments, we investigated the factors that influence the perceived similarity of speech sounds at two developmental levels. Kindergartners and second graders were asked to classify nonsense words, which were related by syllable and phoneme correspondences. The results support the existence of a developmental trend toward increased attention to individual phonemic segments. Moreover, one significant factor in determining the perceived similarity of speech sounds appears to be the position of the component correspondences; attention to the beginning of utterances may have developmental priority. An unexpected finding was that the linguistic status of the unit involved in a correspondence (whether it was a syllable or a phoneme) did not seem particularly important. Apparently, the factors which contribute to the perceived similarity of speech sounds in the classification task are not identical to those which underlie performance in explicit segmentation and manipulation tasks, since in the latter sort of task, syllables are more accessible than phonemes for young children. The present task may tap a level of processing that is closer to the one entailed in word recognition and lexical access.     

The facial muscle patterning of posed and imagery-induced expressions of emotion by expressive and nonexpressive posers

Much research on emotional facial expression employs posed expressions and expressive subjects. To test the generalizability of this research to more spontaneous expressions of both expressive and nonexpressive posers, subjects engaged in happy, sad, angry, and neutral imagery, and voluntarily posed happy, sad, and angry facial expressions while facial muscle activity (brow, cheek, and mouth regions) and autonomic activity (skin resistance and heart period) were recorded. Subjects were classified as expressive or nonexpressive on the basis of the intensity of their posed expressions. The posed and imagery-induced expressions were similar, but not identical. Brow activity present in the imagery-induced sad expressions was weak or absent in the posed ones. Both nonexpressive and expressive subjects demonstrated similar heart rate acceleration during emotional imagery and demonstrated similar posed and imagery-induced happy expressions, but nonexpressive subjects showed little facial activity during both their posed and imagery-induced sad and angry expressions. The implications of these findings are discussed.     

The effect of subject's gender on judgments of similarity and choice of a comparison other

This study examined the implications for social comparison theory of the proposition that women have lower self-confidence than men when there is a socially defined standard of performance. To this end, it was hypothesized that women would judge themselves to be similar to a lower ranked person, whereas men would judge themselves to be similar to a higher ranked person. Furthermore, it was hypothesized that women would choose to see a score lower than their own, whereas men would choose to see a score higher than their own. The results on the measure of similarity indicated that men did judge themselves to be similar to a higher ranked person, whereas women showed no consistent preferences in their judgments of similarity. The results on the choice of a comparison other were not as clear-cut.