Multiple Deescalating Requests,Statistical Information,and Compliance: A Field Experiment1 |
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Authors: | James M. Comer Frank R. Kardes Amy K. Sullivan |
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Affiliation: | University of Cincinnati |
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Abstract: | Although prior research on influence has identified numerous techniques for increasing donation rates (see e. g., Cialdini, 1988), the problem of increasing donation sizes has been neglected. We conducted a field experiment in a telemarketing fundraising context to examine the effectiveness of three influence techniques for increasing the size of donations. The results indicate that the multiple-deescalating-requests technique was effective for increasing donation sizes. However, statistical information-based techniques were ineffective. Theoretical and applied implications of the results are discussed. |
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