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The key behind sequential request techniques, priming or depletion: an experimental study

Betlem, F. (2005) The key behind sequential request techniques, priming or depletion: an experimental study.

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Abstract:After decades of academic research on sequential request techniques the effectiveness of those techniques has still not been unraveled. The study contributes to this academic field by suggesting that the psychological process of depletion can potentially explain the effectiveness of the techniques. Al sequential request techniques consist of two parts, an initial and a target request. We hypothesize that depletion is generated by the initial request resulting in compliance with the second request. The first study in this paper examines the occurrence of depletion by request techniques. This study indicates that the opposite occurs. Instead of depletion indicate the results a priming process in which the target person is primed by the initial request. A marginally significant main effect of the sequential request technique on compliance has been found. The second study examines the issue further. In this study it is hypothesized that the psychological process generated, depletion or priming, will lead to a specific state of mind. Depletion is supposed to generate a mindless state, whereby priming will lead to a mindful state. The state of mindlessness will result in use of heuristics. The second study measures preference for consistency. We assume that when a participant is depleted, he will use consistency to make a decision about the target request. The findings of the second study indicate the process of priming as well. This study shows a mindful state of the participants exposed to the influence technique. No main effect of the technique on compliance has been found. We concluded that in both studies indications have been found that the technique generates the psychological process of priming. We can suggest that the technique leads to a mindful state as well.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:05 communication studies
Programme:Communication Studies MSc (60713)
Link to this item:http://purl.utwente.nl/essays/57779
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