“Why Do People Fall Prey to Social Influence Techniques? a Limited-Resource Account of Compliance”

Across six field and lab experiments, we found that self-regulatory resource depletion promotes compliance. We tested a model that depicts (1) a scripted influence technique as inducing self-regulatory resource depletion; (2) resource depletion increases compliance through reliance on norms embedded in the technique. Experiments 1-2 showed that a foot-in-the-door ploy induced self-regulatory resource depletion. Experiments 3a-3b ruled out alternate interpretations. Experiments 4-5 demonstrated that a lack of regulatory resources fosters compliance through reliance on norms. Experiment 6 used individual differences in self-control and a full sequential request technique; compliance was highest among people low in trait self-control.



Citation:

Kathleen D. Vohs, Bob Fennis, and Loes Janssen (2009) ,"“Why Do People Fall Prey to Social Influence Techniques? a Limited-Resource Account of Compliance”", in NA - Advances in Consumer Research Volume 36, eds. Ann L. McGill and Sharon Shavitt, Duluth, MN : Association for Consumer Research, Pages: 64-67.

Authors

Kathleen D. Vohs, University of Minnesota, USA
Bob Fennis, University of Twente, The Netherlands
Loes Janssen, University of Twente, The Netherlands



Volume

NA - Advances in Consumer Research Volume 36 | 2009



Share Proceeding

Featured papers

See More

Featured

Social Class and Prosocial Behaviors

Yan Vieites, Brazilian School of Public and Business Administration, Brazil
Eduardo B. Andrade, FGV / EBAPE
Rafael Burstein Goldszmidt, Brazilian School of Public and Business Administration, Brazil

Read More

Featured

Vicarious Pride: When Gift Customization Increases Recipients’ Appreciation of the Gift

Marta Pizzetti, Università della Svizzera Italiana
Michael Gibbert, Università della Svizzera Italiana

Read More

Featured

Growing Up Rich and Insecure Makes Objects Seem Human: Childhood Material and Social Environments Predict Anthropomorphism

Jodie Whelan, York University, Canada
Sean T. Hingston, York University, Canada
Matthew Thomson, Western University, Canada
Allison R. Johnson, Western University, Canada

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.