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Can Compassion Appeals Change the World? A Critical Review and Reconceptualization

C. Valor, P. Antonetti, B. Crisafulli

Journal of Business Ethics Vol. 207, pp. 143 - 161

Resumen:

Compassion appeals are employed to mobilize prosocial actions that address global grand challenges. However, the evidence of the effectiveness of such appeals is still mixed, with studies using a multitude of persuasion appeals and examining diverse outcomes. To explain the mixed findings, we conduct an integrative, critical review of 77 articles (altogether reporting 116 empirical studies) on the role of compassion appeals in motivating prosocial behavior. This review explains the conditions that determine the relative effectiveness of compassion appeals. First, we identify the appeal components and contextual factors that elicit compassion. Successful elicitation is a prerequisite for the effectiveness of compassion appeals. Second, we reveal that compassion often is elicited with distress, an emotion actively regulated by audiences. Consequently, persuasive compassion appeals are most effective when elicited compassion is maintained within an area of acceptability, demarcated by elicitation and backfiring thresholds. Third, we show that mixed findings are often due to a mismatch between the motivation elicited by compassion and the prosocial action encouraged by the appeal. Compassion motivates the relief of immediate suffering but is not suited to drive sustained commitment toward promoting structural social change. To address this limitation of compassion, we conceptualize the need for compassion blends, mixed emotions where compassion is elicited along with guilt and/or moral anger. We explain why and how compassion blends can motivate transformative prosocial behavior. The results from our critical review inform an agenda for future research and offer actionable insights for the design of effective compassion appeals.


Resumen divulgativo:

El estudio muestra cómo activar la compasion para el comportamiento prosocial y cómo compensar sus límites para el cambio transformacional.


Palabras Clave: Appeals; Global problems; Moral foundations; Prosocial behavior; Literature review


Índice de impacto JCR-JIF y cuartil WoS: 6,300 - Q1 (2025)

Referencia DOI: DOI icon https://doi.org/10.1007/s10551-025-06220-5

Publicado en papel: Agosto 2026.

Publicado on-line: Diciembre 2025.



Cita:
C. Valor, P. Antonetti, B. Crisafulli, "Can Compassion Appeals Change the World? A Critical Review and Reconceptualization", Journal of Business Ethics, Vol. 207, pp. 143 - 161, Agosto 2026. [Online: Diciembre 2025] doi: 10.1007/s10551-025-06220-5

    Líneas de investigación:
  • El consumidor en las transiciones verdes: adopción, difusión y cambio social
    Grupos de investigación:
  • Instituto de Investigación Tecnológica (IIT)
  • Empresa, economía y sostenibilidad (E-SOST)
    ODS:
  • Objetivo 12: Producción y consumo responsables