The Legitimization of Paltry Favors Effect: A Review and Meta-Analysis

Abstract

A meta-analysis was conducted on the legitimization of paltry favors (LPF) effect (Cialdini & Schroeder, 1976). A total of 19 studies met the inclusion criteria, with a combined sample of 2,730 subjects. Excluding studies in which the LPF request was delivered via mail and those studies that accepted pledges as the dependent variable resulted in a homogeneous set of effect sizes (r ¼ .18, OR ¼ 2.41). While the data provide clues as to possible mediating mechanisms, the cause of the effect is still not clear. Directions for future research are suggested.

Sequential Persuasion Strategies: Testing Explanations for and the Generality of the Legitimization of Paltry Favors Effect

“…Most research conducted on the LPF effect utilized the context of fundraising, with LPF tags being added to requests for monetary donations (e.g., ''Even a penny would help''). Thus, most of the studies appearing in the Andrews et al (2008) meta-analysis featured fundraising efforts. Although Andrews et al revealed a nonzero average effect for the LPF, the magnitude of this average effect seems small enough as to leave open the question about the extent to which this strategy feasibly generalizes to other compliance-gaining situations.…”

“…A recent review and meta-analysis of the LPF (Andrews et al, 2008) reveals modest gains in compliance when using the technique (weighted r ¼ .11). Since Cialdini and Schroeder's (1976) seminal work, several studies have replicated the effect, tested the LPF's boundary conditions, probed for mediators and moderators, and identified explanatory mechanisms (e.g., Dolinski, Grzyb, Olejnik, Prusakowski, & Urban, 2005;Perrine & Heather, 2000;Reeves, Macolini, & Martin, 1987;Reeves & Saucer, 1993;Shearman & Yoo, 2007;Takada & Levine, 2007).…”

“…According to the review by Andrews et al (2008), the viability of the selfpresentation and barrier removal explanations await further testing. Thus, the current research compares these explanations for the LPF in a field experiment.…”

“…As reviewed by Andrews et al (2008), various explanations for the LPF have been advanced, and some of them have been tested and ruled out. For example, Cialdini and Schroeder (1976) eliminated perceived need as an explanation.…”

“…Two goals guided the current research: First, the LPF has generated varying degrees of effectiveness (Andrews, Carpenter, Shaw, & Boster, 2008). However, the reasons for the effectiveness of the LPF are less clear.…”