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A depletion approach to influence techniques : analyzing the psychological effects of social influence techniques

Ekker, B.M. (2005) A depletion approach to influence techniques : analyzing the psychological effects of social influence techniques.

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Abstract:Social influence techniques are characterized by sequential requests: at least one initial request precedes a target request, which is of real interest to the persuader. Explanations for the effectiveness of the techniques point to the heuristically based decision making. But why do we use heuristics to make decisions in these short encounters? In three studies we investigated the role of mindlessness and ego-depletion in the process that leads consumers from initial requests to a target request. Based on Baumeister's statement that multiple decision moments lead to depletion (2002) we assume that the sequential requests of influence techniques result in depletion as well. Depletion, we assume, is a mediating link between influence techniques and compliance. We took personality characteristics into account to test if these moderate the effect of influence technique on compliance. Our studies did not straightforward support our assumptions, but they did confirm that ego-depletion plays a certain role in the process. the exact role is unclear, further research is needed to give more insight into this matter.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:05 communication studies
Programme:Communication Science MSc (60713)
Link to this item:https://purl.utwente.nl/essays/57774
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