Mediation of the Legitimization of Paltry Favors Technique: The Impact of Social Comparison and Nature of the Cause

Abstract

This experiment builds upon previous research on the legitimization of paltry favors (LPF) technique by probing the conditions that explain the effectiveness of the technique. Specifically, impression management as a potential mediator was explored. Subjects were randomly exposed to one of eight solicitation conditions where cause (highly prosocial, less prosocial) and social comparison (No C [confederate], C does not donate, C donated $1.00, C donated $10.00) were varied. The robustness of the LPF technique was assessed by examining the impact of the extent to which the cause was prosocial and by the magnitude of the pledge made by another on the probability of targets’ compliance as well as on the magnitude of the pledges. Results indicated that both factors influenced the effectiveness of the LPF technique.