The Legitimization of Paltry Contributions as a Compliance-Gaining Technique: A Meta-Analysis Testing Three Explanations

Abstract

The legitimization of paltry contributions (LPC) has been shown to be an effective compliance-gaining technique across a variety of empirical investigations. However, the theoretical explanations regarding the effectiveness of the tactic and the effects of LPC messages on donation amounts warrant further consideration. A meta-analytic review of LPC research was conducted to examine these issues. Consistent with a prior meta-analysis, LPC messages increased compliance rates (r =.22, k = 34, n = 3,181) relative to control conditions. Three moderators were also tested. The results indicated that impression management concerns and perceptions of requestor need explained the effects of LPC messages on compliance rates. A second analysis (r = −.23, k = 11, n = 1,531) offered evidence that LPC messages led to smaller mean donation amounts. A third analysis showed that LPC messages produced similar donation totals relative to control messages.