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Please feed me: the power of putting a human face on a social cause Hae Joo Kim shows that anthropomorphizing creates a deeper connection by Mallory O’Brien Companies often put a personal face on products in an attempt to reach a deeper connection with consumers. New research published in Psychological Science shows the same idea can be applied to social causes. Putting a human face on the campaign for a social cause increases support for it, according to the study from a team of researchers from Wilfrid Laurier University, the University of Toronto Scarborough and Hanyang University. Hae Joo Kim, assistant professor of marketing at Laurier, Pankaj Aggarwal, a professor in the Department of Management at UTSC and the Rotman School of Management, and Hee-Kyung Ahn, assistant professor of marketing at Hanyang University, South Korea, found that anthropomorphizing social causes is effective because it appeals to people’s sense of guilt. People are not motivated to support social causes because it involves a personal sacrifice of time, money and effort. It’s only when they stop to consider the consequences of not participating — and feel guilty as a result — that they begin to comply. Using energy conservation, recycling and the environment as social causes, the researchers found that by drawing a human face showing emotions on the poster increased support for each cause. In one experiment the researchers put eyes and a mouth with a caption that read, “Please feed me food waste” on a bin for organic waste. The face on the bin looks sad because of an apparent lack of participation in recycling food waste. They found participants were more likely to place food waste in the bin with a human face compared to the ordinary, non-anthropomorphized bin. “Not only did we find participants felt guilty about not complying with the social cause, but they also felt guilty about harming another being, in the form of an anthropomorphized light bulb, waste basket or tree,” said Kim. Government agencies and charities use a variety of expensive and often ineffective financial instruments, such as fines, to encourage participation in social causes, says Aggarwal. “It’s hard to induce pro-social behaviour,” said Kim. “Because the pro-social duties such as recycling are spread across society, people feel less individually responsible and often slack off.” Putting a human face on a social cause may offer an inexpensive yet highly effective means of gaining more support for the cause.
12 LAURIER CAMPUS Spring 2014