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Self-regulation, heuristics and compliance : a deeper insight in the underlying process of sequential request techniques

Vliet, J.B. van (2008) Self-regulation, heuristics and compliance : a deeper insight in the underlying process of sequential request techniques.

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Abstract:Is self-regulation a limited resource and can depleting this resource prompt a greater willingness to comply with a request, by relying on heuristics? Across two lab experiments, we examined this process, guided by a recent two-stage model which tends to give an explanation for the underlying process. In study 1, participants who had to answer cognitively demanding questions of a foot-in-the-door script, had less regulatory resources left and showed a greater willingness to comply with a target request. In experiment 2, more evidence was found for the two-stage model by replicating the results of experiment 1. Finally, participants in study 2 were motivated to use all of their regulatory resources on subsequent tasks. This induced motivation moderated the effect of depletion on the presented target requests, resulting in a greater willingness to comply.
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/58462
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