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The Effectiveness of Altruistic Appeals and Pregiving in an Antisocial Compliance-Gaining Situation.
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In the main, research investigating pregiving finds that the performance of a favor for another before making a request for compliance increases the likelihood of obtaining compliance with the request. In contrast, a recent study found that pregiving in this manner failed to increase compliance rates. This study offers and tests three different explanations for the missing pregiving effect. Furthermore, this study examines the presence of a potential confound in altruistic requests. Specifically, the success of altruistic requests might not result from the induction of empathy in the target, but rather because of the presence of a reason for the request. Research demonstrates that including a reason along with a request for compliance increases the likelihood of compliance. This experiment examined these issues employing a 2 X 3 independent groups, factorial design crossing three compliance-gaining message types with two pregiving conditions in which an influence agent asked targets to assist in an act of academic dishonesty. The data suggest a reverse pregiving effect under certain conditions. Specifically, the use of pregiving before soliciting compliance with a direct request or a direct request containing a reason lowered the rate of compliance below the rate observed in the absence of a pregiving favor. Furthermore, requests made in an altruistic fashion removed the reverse pregiving effect.
Most Common Document Word Stems: request (152), complianc (115), pregiv (97), favor (84), altruist (83), agre (74), disagre (73), direct (66), effect (52), strong (51), somewhat (48), slight (48), p (46), reason (45), c (45), messag (39), et (37), al (37), appeal (37), rate (35), condit (34),

Author's Keywords: Compliance-Gaining, Norm of Reciprocity, Altruism, Pregiving	Convention All Academic Convention can solve the abstract management needs for any association's annual meeting. Submission - Custom fields, multiple submission types, tracks, audio visual, multiple upload formats, automatic conversion to pdf. Review - Peer Review, Bulk reviewer assignment, bulk emails, ranking, z-score statistics, and multiple worksheets! Reports - Many standard and custom reports generated while you wait. Print programs with participant indexes, event grids, and more! Scheduling - Flexible and convenient grid scheduling within rooms and buildings. Conflict checking and advanced filtering. Communication - Bulk email tools to help your administrators send reminders and responses. Use form letters, a message center, and much more! Management - Search tools, duplicate people management, editing tools, submission transfers, many tools to manage a variety of conference management headaches! Click here for more information.
Association: Name: International Communication Association URL: http://www.icahdq.org
Citation: URL: http://www.allacademic.com/meta/p90076_index.html Direct Link: HTML Code:

Kotowski, Michael. and Andrews, Kyle. "The Effectiveness of Altruistic Appeals and Pregiving in an Antisocial Compliance-Gaining Situation." Paper presented at the annual meeting of the International Communication Association, Dresden International Congress Centre, Dresden, Germany, Jun 16, 2006 Online <PDF>. 2008-09-05 <http://www.allacademic.com/meta/p90076_index.html>

Kotowski, M. R. and Andrews, K. (2006, Jun) "The Effectiveness of Altruistic Appeals and Pregiving in an Antisocial Compliance-Gaining Situation." Paper presented at the annual meeting of the International Communication Association, Dresden International Congress Centre, Dresden, Germany Online <PDF> Retrieved 2008-09-05 from http://www.allacademic.com/meta/p90076_index.html

Publication Type: Conference Paper/Unpublished Manuscript Abstract: In the main, research investigating pregiving finds that the performance of a favor for another before making a request for compliance increases the likelihood of obtaining compliance with the request. In contrast, a recent study found that pregiving in this manner failed to increase compliance rates. This study offers and tests three different explanations for the missing pregiving effect. Furthermore, this study examines the presence of a potential confound in altruistic requests. Specifically, the success of altruistic requests might not result from the induction of empathy in the target, but rather because of the presence of a reason for the request. Research demonstrates that including a reason along with a request for compliance increases the likelihood of compliance. This experiment examined these issues employing a 2 X 3 independent groups, factorial design crossing three compliance-gaining message types with two pregiving conditions in which an influence agent asked targets to assist in an act of academic dishonesty. The data suggest a reverse pregiving effect under certain conditions. Specifically, the use of pregiving before soliciting compliance with a direct request or a direct request containing a reason lowered the rate of compliance below the rate observed in the absence of a pregiving favor. Furthermore, requests made in an altruistic fashion removed the reverse pregiving effect.

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