People Refuse Less When Dealing with Abnormal and Charitable-related Request
Persuasion usually occurs when people are mindless. According to the pique technique, target tend to comply if the mindless state is interrupted by, for example, a abnormal request. In this experiment, we are examining whether making an abnormal or charitable requests can influence people's willingness to donate money. There are two independent variables in this experiment. One of them is the type of request, either normal or abnormal. The other independent variable is the charitable state of the request, such that whether it is a charitable or uncharitable request. The dependent variable that we are measuring is ...view middle of the document...
The experiment done by Davis and Knowles (1999) found that with both disruption and reframing in the request, the percentage of targets who complied is the highest (p. 194).
The last experiment is about the prestige motive for making charitable transfers (Harbaugh, 1998). The experiment aims to find the true motivation behind the monetary charitable giving. In the experiment, he used data on lawyers' donations to their law school, and use economic model to analysis. He concluded that people make charitable donations mainly due to "prestige benefit" which means that they receive social approval after the donation (p. 281). This finding inspires us coming up with our second independent variable in our experiment. We want to test whether it is true that people are willing to donate more money to a charitable organization rather than an uncharitable one.
This experiment aims to find out what technique can we use to make people more willing to comply to the donation requests. We believe there will be two main effects, one on each independent variable. We hypothesize that making abnormal request will get people out of the mindless state and reduce the possibilities of refusal than making a normal request. We also hypothesize that making a charitable request will make people comply more positively than making a uncharitable one. We believe there is also an interaction between the two independent variables. Our hypothesis for the interaction is that for the normal request, there is slightly increase in the charitable requests than the uncharitable requests. However, for the abnormal request, charitable ones have significantly higher percentages of compliances than the uncharitable requests.
The participants in this study are all pre-psychology major students at University of California, Los Angeles, who are within the age group of seventeen to twenty six years old. There are eighteen participants in total, which is composed by fourteen females and four males. They are selected from a psychology class at University of California, Los Angeles and will be compensated by receiving course credits.
The experiment is a within subject factorial design with two independent variables. The first independent variable is the type of request, and consisted of two levels. The first level is normal request. The second level is abnormal request. The second independent variable of the experiment is the charitable state of the request. The second independent variable also has two levels. The first level is charitable request, while the second level is uncharitable request.
The dependent variable is the rate of the participants' willingness to compliance. It is measured by a likert scale ranging from zero to seven. The measurement scale of the dependent variable is interval.
The operational definition of the first independent variable, which is the type of request, is the monetary request of dollars or quarters in the same...