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Are you in for the long run? : the role of depletion and replenishment in the persuasion process

Boom, A.S. (2009) Are you in for the long run? : the role of depletion and replenishment in the persuasion process.

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Abstract:This two-part study examined the role of self-regulatory resource depletion, heuristic cues and replenishment in the persuasion process. The stability of the influenced attitude and compliance after replenishment was our main interest. The analyses showed that depletion of self-regulatory resources makes it easier to influence attitudes in an upward direction and increase compliance. The presence of a heuristic cue increased the effect of depletion on attitude. The second part of the analyses showed that the strength of the positive effect reduces after resources are replenished. Formerly depleted participants who were exposed to a heuristic cue adjusted their attitude and willingness to comply in a significantly more negative way than participants in all other conditions. The formerly depleted participants remained significantly more positive about the proposition and were still willing to distribute a significantly larger amount of letters than participants who had not been depleted. The results suggest that attitudes and compliance influenced under conditions of mindlessness are less strong and long-lasting than mindfully formed attitudes and compliance
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:05 communication studies
Programme:Psychology MSc (66604)
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