Comparing the Effect of Rational and Emotional Appeals on Donation Behavior

We present evidence from a pre-registered experiment indicating that a philosophical argument––a type of rational appeal––can persuade people to make charitable donations. The rational appeal we used follows Singer’s well-known “shallow pond” argument (1972), while incorporating an evolutionary debunking argument (Paxton, Ungar, & Greene 2012) against favoring nearby victims over distant ones. The effectiveness of this rational appeal did not differ significantly from that of a well-tested emotional appeal involving an image of a single child in need (Small, Loewenstein, and Slovic 2007). This is a surprising result, given evidence that emotions are the primary drivers of moral action, a view that has been very influential in the work of development organizations. We did not find support for our pre-registered hypothesis that combining our rational and emotional appeals would have a significantly stronger effect than either appeal in isolation. However, our finding that both kinds of appeal can increase charitable donations is cause for optimism, especially concerning the potential efficacy of well-designed rational appeals. We consider the significance of these findings for moral psychology, ethics, and the work of organizations aiming to alleviate severe poverty

The potential and pitfalls of unit asking in reducing scope insensitivity

This article revisits and further investigates the extent to which scope insensitivity in helping contexts can be reduced by the unit asking (UA) method. UA is an intervention that first asks people to help one unit and then asks for willingness to help multiple units. In 3 studies (N = 3,442), participants took on the role of policymakers to allocate help (motivation to help and willingness to pay) to local aid projects. They underwent either UA or a control condition (in which they stated their willingness to help only to the multiple units). Against expectations, the first 2 studies found a reversed UA effect for helping motivation, such that help decreased when participants were in the UA condition. However, the third study found a UA effect for helping motivation when participants made the sequential assessments within one project (when the individual unit belonged to the multiple units-group), rather than between projects (when the individual unit belonged to another group). Thus, our results suggest that the 2 assessments critical for the UA method should be done within the same project rather than between 2 projects to successfully reduce scope insensitivity. Further, the age of the unit (child or adult), the number of the unit(s), the composition of the group (homogeneous or heterogeneous), and the size of the group did not substantially reduce scope insensitivity with UA

The Intuitive Cooperation Hypothesis Revisited: A Meta-analytic Examination of Effect Size and Between-study Heterogeneity

The hypothesis that intuition promotes cooperation has attracted considerable attention. Although key results in this literature have failed to replicate in pre-registered studies, recent meta-analyses report an overall effect of intuition on cooperation. We address the question with a meta-analysis of 82 cooperation experiments, spanning four different types of intuition manipulations—time pressure, cognitive load, depletion, and induction—including 29,315 participants in total. We obtain a positive overall effect of intuition on cooperation, though substantially weaker than that reported in prior meta-analyses, and between studies the effect exhibits a high degree of systematic variation. We find that this overall effect depends exclusively on the inclusion of six experiments featuring emotion-induction manipulations, which prompt participants to rely on emotion over reason when making allocation decisions. Upon excluding from the total data set experiments featuring this class of manipulations, between-study variation in the meta-analysis is reduced substantially—and we observed no statistically discernable effect of intuition on cooperation. Overall, we fail to obtain compelling evidence for the intuitive cooperation hypothesis

The effect of paternalistic alternatives on attitudes toward default nudges

Nudges are increasingly being proposed and used as a policy tool around the world. The success of nudges depends on public acceptance. However, several questions about what makes a nudge acceptable remain unanswered. In this paper, we examine whether policy alternatives to nudges influence the public's acceptance of these nudges: Do attitudes change when the nudge is presented alongside either a more paternalistic policy alternative (legislation) or a less paternalistic alternative (no behavioral intervention)? In two separate samples drawn from the Swedish general public, we find a very small effect of alternatives on the acceptability of various default nudges overall. Surprisingly, we find that when the alternative to the nudge is legislation, acceptance decreases and perceived intrusiveness increases (relative to conditions where the alternative is no regulation). An implication of this finding is that acceptance of nudges may not always automatically increase when nudges are explicitly compared to more paternalistic alternatives

Compassion fade and the challenge of environmental conservation

Compassion shown towards victims often decreases as the number of individuals in need of aid increases, identifiability of the victims decreases, and the proportion of victims helped shrinks. Such “compassion fade” may hamper individual-level and collective responses to pressing large-scale crises. To date, research on compassion fade has focused on humanitarian challenges; thus, it remains unknown whether and to what extent compassion fade emerges when victims are non-human others. Here we show that compassion fade occurs in the environmental domain, but only among non-environmentalists. These findings suggest that compassion fade may challenge our collective ability and willingness to confront the major environmental problems we face, including climate change. The observed moderation effect of environmental identity further indicates that compassion fade may present a significant psychological barrier to building broad public support for addressing these problems. Our results highlight the importance of bringing findings from the field of judgment and decision making to bear on pressing societal issues

The Heaven Dictator Game: Costless taking or giving

We present experimental data from the Heaven-Dictator Game, a generalization of the Dictator Game that investigates the overstatement of inequality reduction in the motivation of social preferences. Two players start with equal endowments and the Heaven-Dictator player, without incurring any pecuniary cost or profit, chooses among increasing, decreasing or maintaining the earnings of the recipient player. Any choice except for the status quo generates unequal payoffs. The design avoids the experimenter demand effect of the standard “give only” version while simultaneously allowing participants to manifest antisocial preferences, inequity reduction or retaliation cannot be called for as motives. We find that the majority (75.4%) of subjects choose to increase their partners’ earnings; there is a non-negligible 24.6% of subjects that either choose the status quo (11.9%) or to decrease (12.7%) others’ earnings. Based on the psychological literature on music as a mood-inducing stimulus and on the effects of mood on helping behavior, we study the effect of exposure to different types of music on the Heaven-Dictator choices. Although at first sight observed distributional preferences are independent of the music condition, further analysis reveals that classical music seems to foster social welfare rather than inequality aversion.Financial support by the Spanish Ministerio de Economía y Competitividad (grant ECO2015-68469-R) and the Universitat Jaume I (grant UJI-B2018-76) is gratefully acknowledge

Neural and physiological data from participants listening to affective music

Music provides a means of communicating affective meaning. However, the neurological mechanisms by which music induces affect are not fully understood. Our project sought to investigate this through a series of experiments into how humans react to affective musical stimuli and how physiological and neurological signals recorded from those participants change in accordance with self-reported changes in affect. In this paper, the datasets recorded over the course of this project are presented, including details of the musical stimuli, participant reports of their felt changes in affective states as they listened to the music, and concomitant recordings of physiological and neurological activity. We also include non-identifying meta data on our participant populations for purposes of further exploratory analysis. This data provides a large and valuable novel resource for researchers investigating emotion, music, and how they affect our neural and physiological activity