title: Life or death decisions: framing the call for help.
abstract: BACKGROUND
  Chronic blood shortages in the U.S. would be alleviated by small increases, in percentage terms, of people donating blood. The current research investigated the effects of subtle changes in charity-seeking messages on the likelihood of people responses to a call for help. We predicted that "avoid losses" messages would lead to more helping behavior than "promote gains" messages would.
  
  
  METHODS
  Two studies investigated the effects of message framing on helping intentions and behaviors. With the help and collaboration of the Red Cross, Study 1, a field experiment, directly assessed the effectiveness of a call for blood donations that was presented as either death-preventing (losses) or life-saving (gains), and as being of either more or less urgent need. With the help and collaboration of a local charity, Study 2, a lab experiment, assessed the effects of the gain-versus-loss framing of a donation-soliciting flyer on individuals' expectations of others' monetary donations as well their own volunteering behavior. Study 2 also assessed the effects of three emotional motivators - feelings of empathy, positive affect, and relational closeness.
  
  
  RESULTS
  Study 1 indicated that, on a college campus, describing blood donations as a way to "prevent a death" rather than "save a life" boosted the donation rate. Study 2 showed that framing a charity's appeals as helping people to avoid a loss led to larger expected donations, increased intentions to volunteer, and more helping behavior, independent of other emotional motivators.
  
  
  CONCLUSIONS
  This research identifies and demonstrates a reliable and effective method for increasing important helping behaviors by providing charities with concrete ideas that can effectively increase helping behavior generally and potentially death-preventing behavior in particular.
authors.affiliation: Frank Batten School of Leadership and Public Policy, University of Virginia, Charlottesville, VA, USA. eileen.chou@virginia.edu
authors.forename: Eileen Y
authors.initials: EY
authors.lastname: Chou
authors.forename: J Keith
authors.initials: JK
authors.lastname: Murnighan
mesh_terms: D001782:Blood Donors / Q000706:statistics & numerical data*; D003657:Decision Making; D005260:Female; D006379:Helping Behavior; D006801:Humans; D016014:Linear Models; D008297:Male