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

The legitimization of paltry favors effect (LPF) is a sequential persuasion tactic whereby small contributions toward some overall compliance-gaining goal are linguistically minimized. An experiment was conducted to test whether self-presentation concerns or barrier removal better explains the LPF. Participants (N = 145) were approached and asked to volunteer for international student programs. Message strategy (LPF/no LPF) and beneficiary party (first-person/third-person) were varied. The data revealed neither main effects for message strategy or beneficiary party, nor any interaction between these variables. Results question the generality of the LPF, as well as the appropriateness of utilizing the LPF in volunteer solicitation efforts. Limitations and implications are discussed.