Persuasion By Proxy: Vicarious Self-Control Use Increases Decision Compliance

Joshua Ackerman, University of Michigan, USA
Self-control processes are typically studied within individuals, yet acts of self-control often occur in social settings such as group meals or shopping trips. Here, mental connection between people is shown to promote vicarious depletion of self-control as expressed through decreased persuasion resistance and increased compliance with requests and advertisements.
[ to cite ]:
Joshua Ackerman (2015) ,"Persuasion By Proxy: Vicarious Self-Control Use Increases Decision Compliance", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN : Association for Consumer Research, Pages: 68-73.