The Face of Need: Facial Emotion Expression on Charity Advertisements

By Deborah A. Small, Nicole M . Verrochi. 2009

552 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/80f9b3f0d02203815c2c6351225582aa0befc69d

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Citations in the corpus

Goal gradient in helping behavior (2013, background): “Weasked these sympathy questions becausewewanted tomeasure if a prosocial emotion like sympathy could play a role in the goal proximity effect; prosocial emotions are often identified as a central factor in encouraging helping behavior (Batson, 1998; Small & Verrochi, 2009).”
Social Networks, Personalized Advertising, and Privacy Controls (2013, unknown): “Based on the work of (author?) [34], this girl had a sad expression.”
I'm Moral, but I Won't Help You: The Distinct Roles of Empathy and Justice in Donations (2014, background): “…congruency (Shang et al. 2008; Winterich and Barone 2011), agency-communion orientation (Winterich et al. 2009), and emotion (Small et al. 2007; Small and Verrochi 2009), research has found moral identity—the extent to which moral traits (e.g., fair, just, kind, compassionate) are experienced…”
Pulling on the Heartstrings: Examining the Effects of Emotions and Gender in Persuasive Appeals (2013, background): “More recent research on charitable appeals has studied the influence of culture, gender, and psychological processes on giving (Batson 2006; Batson et al. 2003; Brunel and Nelson 2000; Small and Simonsohn 2008; Small and Verrochi 2009; Wang 2008; Winterich, Mittal, and Ross 2009).”
Belief in a Just World: Consumer Intentions and Behaviors toward Ethical Products (2012, background): “Importantly, researchers have called on marketers to enhance the impact of felt need by increasing emotional distress (Small and Verrochi 2009).”
Leading with Meaning: Beneficiary Contact, Prosocial Impact, and the Performance Effects of Transformational Leadership (2012, background): “…expressions, responsibility, charisma, authenticity, and attractiveness may be important contingencies that affect employees’ reactions (e.g., Batson & Shaw, 1991; Grant et al., 2007; Small & Verrochi, 2009), and I did not measure or manipulate these potential contingencies in the present studies.”
Giving from a distance: Putting the charitable organization at the center of the donation appeal (2013, background): “In a study on the emotional expressions of victims presented in charitable appeals, Small and Verrochi (2009) found that people are particularly sympathetic and likely to donate when they see sad expressions rather than happy or neutral expressions.”
The nonverbal communication of emotions (2015, background): “Displays of sadness can also promote financial gain: when shown by needy individuals, observers give them larger charitable donations [53].”
The identifiable victim effect: a meta-analytic review (2016, background): “For example, given that people recognize the emotions a victim’s face displayed in pictures (Small & Verrochi, 2009), the victim’s facial expression of emotion (e.g., happy, sad, or neutral emotional expression) may influence people’s emotional reactions and desire to help.”