Juanchich, Marie, Sirota, Miroslav and Bonnefon, Jean-François (2019) The polite wiggle-room effect in charity donation decisions. Journal of Behavioral Decision Making, vol. 32 (n° 2). pp. 179-193.

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Identification Number : 10.1002/bdm.2103


We extend research on charity donations by exploring an everyday tactic for increasing compliance: asking politely. We consider three possible effects of politeness on charity donations: a positive effect, a negative effect, and a wiggle‐room effect where the perception of the request is adjusted to decline donating without feeling selfish. Results from six experiments systematically supported the polite wiggle‐room effect. In hypothetical donations contexts, indirect requests were judged more polite. In real donation contexts, though, indirect requests were not judged as more polite and had no consistent effect on donation decision. Rather, the decision to donate predicted the perceived politeness of the request, independently of its phrasing. Experiment 4 provided causal evidence that participants justified their donation decisions by adjusting their perception of the request. The polite wiggle‐room effect has important implications for organizations that seek to increase compliance while maintaining a positive image.

Item Type: Article
Language: English
Date: April 2019
Refereed: Yes
Divisions: TSE-R (Toulouse), TSM Research (Toulouse)
Site: UT1
Date Deposited: 28 May 2019 08:11
Last Modified: 16 Apr 2024 09:35
OAI Identifier: oai:tse-fr.eu:123030
URI: https://publications.ut-capitole.fr/id/eprint/32505
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