Document Detail


Mindlessness Revisited: Sequential Request Techniques Foster Compliance by Draining Self-control Resources.
MedLine Citation:
PMID:  20835348     Owner:  NLM     Status:  Publisher    
Abstract/OtherAbstract:
The present research extends previous findings suggesting that sequential request techniques, such as the Foot-in-the-Door (FITD) or Door-in-the-Face (DITF) technique, are primarily effective under conditions conducive of mindlessness. We forward that this mindlessness may be the product of the influence technique itself. More specifically, based on the notion of self-control as a limited resource, we hypothesize that actively responding to the initial request-phase of a FITD-compliance gaining procedure drains the target of his/her self-regulatory resources, thus creating the mindlessness so often observed in social influence settings. This resource depletion opens the door for compliance with the target request. The results were in line with these expectations. More specifically, we observed that active responding to an initial request of a FITD technique reduced the availability of self-regulatory resources. This state of resource depletion mediated the effect of the technique on behavioral compliance. In addition, the results of this study ruled out the alternate explanation that the effects were attributable to mood or a general tendency for acquiescence.
Authors:
Bob M Fennis; Loes Janssen
Related Documents :
20865548 - Computational modeling of a new thrombectomy device for the extraction of blood clots.
20488578 - Approximate bayesian computation (abc) in practice.
23770698 - A bayesian non-parametric approach for mapping dynamic quantitative traits.
8234928 - Recent developments in alcoholism:anthropology.
16997578 - Simulating deformations of mr brain images for validation of atlas-based segmentation a...
22560088 - A general framework for two-stage analysis of genome-wide association studies and its a...
Publication Detail:
Type:  JOURNAL ARTICLE     Date:  2010-8-10
Journal Detail:
Title:  Current psychology (New Brunswick, N.J.)     Volume:  29     ISSN:  1046-1310     ISO Abbreviation:  -     Publication Date:  2010 Sep 
Date Detail:
Created Date:  2010-9-13     Completed Date:  -     Revised Date:  -    
Medline Journal Info:
Nlm Unique ID:  8912263     Medline TA:  Curr Psychol     Country:  -    
Other Details:
Languages:  ENG     Pagination:  235-246     Citation Subset:  -    
Export Citation:
APA/MLA Format     Download EndNote     Download BibTex
MeSH Terms
Descriptor/Qualifier:

From MEDLINE®/PubMed®, a database of the U.S. National Library of Medicine


Previous Document:  Standard Error Computations for Uncertainty Quantification in Inverse Problems: Asymptotic Theory vs...
Next Document:  Carotenoid fluorescence in Dunaliella salina.