PMID- 20835348
OWN - NLM
STAT- PubMed-not-MEDLINE
LR  - 20211020
IS  - 1046-1310 (Print)
IS  - 1936-4733 (Electronic)
IS  - 1046-1310 (Linking)
VI  - 29
IP  - 3
DP  - 2010 Sep
TI  - Mindlessness Revisited: Sequential Request Techniques Foster Compliance by 
      Draining Self-control Resources.
PG  - 235-246
AB  - The present research extends previous findings suggesting that sequential request 
      techniques, such as the Foot-in-the-Door (FITD) or Door-in-the-Face (DITF) 
      technique, are primarily effective under conditions conducive of mindlessness. We 
      forward that this mindlessness may be the product of the influence technique 
      itself. More specifically, based on the notion of self-control as a limited 
      resource, we hypothesize that actively responding to the initial request-phase of 
      a FITD-compliance gaining procedure drains the target of his/her self-regulatory 
      resources, thus creating the mindlessness so often observed in social influence 
      settings. This resource depletion opens the door for compliance with the target 
      request. The results were in line with these expectations. More specifically, we 
      observed that active responding to an initial request of a FITD technique reduced 
      the availability of self-regulatory resources. This state of resource depletion 
      mediated the effect of the technique on behavioral compliance. In addition, the 
      results of this study ruled out the alternate explanation that the effects were 
      attributable to mood or a general tendency for acquiescence.
FAU - Fennis, Bob M
AU  - Fennis BM
FAU - Janssen, Loes
AU  - Janssen L
LA  - eng
PT  - Journal Article
DEP - 20100810
PL  - United States
TA  - Curr Psychol
JT  - Current psychology (New Brunswick, N.J.)
JID - 8912263
PMC - PMC2935540
EDAT- 2010/09/14 06:00
MHDA- 2010/09/14 06:01
PMCR- 2010/08/10
CRDT- 2010/09/14 06:00
PHST- 2010/09/14 06:00 [entrez]
PHST- 2010/09/14 06:00 [pubmed]
PHST- 2010/09/14 06:01 [medline]
PHST- 2010/08/10 00:00 [pmc-release]
AID - 9082 [pii]
AID - 10.1007/s12144-010-9082-x [doi]
PST - ppublish
SO  - Curr Psychol. 2010 Sep;29(3):235-246. doi: 10.1007/s12144-010-9082-x. Epub 2010 
      Aug 10.