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.     

Necessary factors in psychotherapy: A model for understanding iatrogenic disturbances

Psychotherapy is conceptualized within a phenomenoiogical framework as a relationship with a focus. Both these factors, the relationship and the focus, are examined as necessary factors for the creation of the therapeutic alliance which is seen as a sufficient condition for intrapsychic change. The proper balancing of the two necessary factors is seen as essential for a therapeutic alliance to evolve. The relationship factor is described in existential terms as a special form of the I-Thou encounter, while the focus factor is examined as part of the diagnostic aspect of psychotherapy. Iatrogenic distortions in psychotherapy are discussed in terms of distortions in the necessary factors-the focus and relationship. Four types of iatrogenic distortions are described: (1) overemphasis of the relationship and focus, (2) underemphasis of the relationship and focus, (3) overemphasis of the relationship and underemphasis of the focus and (4) underemphasis of the relationship and overemphasis of the focus.     

The Effects of Flavor-Aversion Learning on Instrumental Performance

Two experiments investigated the role of lithium-mediated environmental conditioning on instrumental performance. Experiment 1 demonstrated that a novel taste consumed in one arm of a T maze prior to lithium-induced toxicosis reduced performance in this environment whereas similar aversions conditioned in the home cage failed to alter maze performance. Experiment 2 showed that maze performance in a straight alleyway was decremented during extinction only in a group that actually traversed the alley prior to drinking saccharin and receiving lithium injections. This demonstrated that the instrumental decrement observed in Experiment 1 was due not only to the presence of an unpalatable flavor in the goalbox during the test.

     

Galef’s Transfer-of-Information Effect Occurs in a Free-Foraging Situation

Galef and his colleagues have repeatedly shown that one rat may transfer information regarding the type of food it has consumed to other conspecifics. Such experiments typically have been conducted in wire-mesh cages or a wooden maze. The present experiments sought to extend this paradigm to the open-field foraging situation having six food patches to choose from. Following interaction with a demonstrator that had consumed either a cocoa or a cinnamon diet, single observers (Experiment 1) were tested in the foraging situation. Food-consumption scores indicated that observers consumed significantly more of their specific demonstrator’s diet than a second diet that was available also. Experiment 2 involved the simultaneous testing of two observers in the foraging laboratory. In Experiment 3 two observers were once again tested, but each had been provided a different food-type message prior to foraging. Positive results, mirroring those of Experiment 1, were obtained in both Experiments 2 and 3. The results of these three experiments underscore the robustness of this phenomenon and its generalizability to other testing conditions.

     

The interaction of stressful life events and chronic strains on community mental health

One of the possible adaptive costs of coping with stress is diminished capacity to respond to subsequent adaptive demands. This paper examined the complex interplay between major life events and one source of chronic strain. Residents of the greater Los Angeles metropolitan area exposed to higher levels of smog, who had also experienced a recent stressful life event, exhibited poorer mental health than those exposed to pollution who had not experienced a recent stressful life event. There were, however, no direct effects of smog levels on mental health. These patterns of results were replicated in both a cross-sectional and a longitudinal study. The interplay of psychosocial vulnerability and environmental conditions is discussed.     

Repeated exposure and the attractiveness of synthetic speech: An inverted-U relationship

Previous experimental investigation of the effects of repeating an unfamiliar stimulus suggests that mere exposure breeds attraction (e.g., Zajonc, 1968). On the other hand, correlational work with naturally occurring stimuli such as names, music, or landscapes suggests that there is also an overexposure effect: the preference function does rise with familiarity at first but then reaches a turning point and diminishes. The study (N=72) demonstrates this inverted-U relationship in an experimental setting. The stimuli were synthetic nonsense speech, permitting exact control of exposure durations and interstimulus intervals. The critical factors for demonstrating the effect are probably (1) the inclusion of a large number of repetitions, and (2) blocked repetition of each stimulus in a homogeneous sequence not interspersed with other more or less frequent stimuli.     

TESTICULAR SELF-EXAMINATION: VALIDATION OF A TRAINING STRATEGY FOR EARLY CANCER DETECTION

Testicular self-examination (TSE) can lead to early diagnosis and treatment of testicular cancer, the third leading cause of death in young men. We evaluated the effectiveness of a brief and specific checklist for teaching TSE skills. Ten men were videotaped while performing testicular self-examinations before and after training. The TSE training resulted in large and significant increases in the number of TSE steps completed and duration of the TSE. Two urological validation measures supported the improvements observed in the mens' self-examinations. Subjects reported continued performance of TSE during a follow-up telephone interview. This pilot study indicates that a brief and specific checklist is an effective strategy for teaching early cancer detection skills.     

The role of factor analysis in the development and evaluation of personality scales

The purpose of this paper is to examine the usefulness of factor analysis in developing and evaluating personality scales that measure limited domain constructs The approach advocated follows from several assumptions that a single scale ought to measure a single construct, that factor analysis ought to be applied routinely to new personality scales, and that the factors of a scale are important if it can be demonstrated that they are differentially related to other measures A detailed study of the Self-Monitoring Scale illustrates how factor analysis can help us to understand what a scale measures A second example uses the self-esteem literature to illustrate how factor analysis can clarify the proliferation of scales within a single content domain Both examples show how factor analysis can be used to identify important conceptual distinctions Confirmatory techniques are also introduced as a means for testing specific hypotheses It is concluded that factor analysis can make an important contribution to programmatic research in personality psychology