The polite wiggle-room effect in charity donation decisions

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

The extended ‘chilling’ effect of Facebook:The cold reality of ubiquitous social networking

Prior research has established the phenomenon of the ‘Chilling Effect’ where people constrain the self they present online due to peer-to-peer surveillance on Social Network Sites (SNS). However currently uninvestigated is the possibility that the threat of such surveillance on these sites might constrain the self presented offline in ‘reality’, known here as ‘the extended chilling effect’. The purpose of this study is to examine the existence of this ‘extended chilling effect’. Drawing on theories of self-awareness and self-presentation, the impact of surveillance in SNS is theorized to lead to an awareness of online audiences in offline domains, stimulating a self-comparison process that results in impression management. A mixed methods study of semi-structured interviews (n = 28) and a 2 x 2 between-subjects experiment (n = 80), provides support for offline impression management in order to avoid an undesired image being projected to online audiences. The novel finding that the chilling effect has extended highlights the potential dangers of online peer-to-peer surveillance for autonomy and freedom of expression in our offline lives

Team building and hidden costs of control

In a laboratory experiment, we investigate the interaction of two prominent firm strategies to increase worker effort: team building and control. We compare a team-building treatment where subjects initially play a coordination game to gain common experience (CE) with an autarky treatment where subjects individually perform a task (NCE). In both treatments, subjects then play two-player control games where agents provide costly effort and principals can control to secure a minimum effort. CE agents always outperform NCE agents. Conditional on control, however, CE agents’ effort is crowded out more strongly, with the effect being most pronounced for agents who successfully coordinated in the team-building exercise. Differential reactions to control perceived as excessive is one explanation for our findings

The effects of near wins and near losses on self-perceived personal luck and subsequent gambling behavior

Reprinted from Journal of Experimental Social Psychology with permission from Elsevier.Which person would be most likely to continue gambling? A person who has just experienced a big win or a person who has just experienced a big loss? The answer appears often to be whichever gambler feels personally luckier. Two experiments investigated how perceptions of luck, understood as a personal quality, are affected by near, but unrealized outcomes during a game of chance. In Experiment 1, a near big loss at a gambling game heightened perceptions of personal luck relative to a near big win, even though all participants actually won the same modest amount. In addition, participants who experienced a near big loss generated significantly more downward counterfactuals than did those participants in the near big win condition. Most importantly, differences in self-perceived luck influenced future gambling behavior. Participants who experienced a near big loss on a wheel-of-fortune wagered significantly more on the outcome of a subsequent game of roulette than did those participants who experienced a near big win. Experiment 2 extended these results by testing the possible influence of a different type of near outcome and by including a control group. The discussion focuses on the emerging picture of how people understand luck. © 2002 Elsevier Science (USA). All rights reserved.The research was supported in part by a Social Sciences and Humanities Research Council of Canada Doctoral Fellowship (#752- 2000-1333) to the first author, a research grant from the Social Sciences and Humanities Research Council of Canada (#410-92-0464) to the second author, and a research grant from the Alberta Gaming Research Institute to both authors

The deployment of personal luck: Illusory control in games of pure chance

This article may not exactly replicate the final version published in Personality and Social Psychology Bulletin. It is not the copy of record. The official version of scholarly record is accessible from http://psp.sagepub.com/In three studies, the authors expand on Langer’s (1975) illusion of control model to include perceptions of personal luck as a potential source of misperceived skillful influence over non-controllable events. In an initial study, it was predicted and found that having choice in a game of chance heightened both perceived personal luck and perceived chance of winning. In additional studies, hypotheses were tested based on the proposition that luck perceived as a personal quality follows the laws of sympathetic magic. The results showed that participants acted as though luck could be transmitted from themselves to a wheel of fortune and thereby positively affect their perceived chance of winning. Results are discussed both in terms of the previously unexamined connection between illusory control and beliefs in sympathetic magic and as an extension of the illusory control model.The research was supported in part by a Social Sciences and Humanities Research Council of Canada Doctoral Fellowship (No. 752-2000-1333) to the first author, a research grant from the Social Sciences and Humanities Research Council of Canada (#410-92-0464) to the second author, and a research grant from the Alberta Gaming Research Institute to both authors