Acts of benevolence: A limited-resource account of Compliance with charitable requests

Bob M. Fennis, Loes Janssen, Kathleen D. Vohs

Research output: Contribution to journalArticlepeer-review

105 Scopus citations

Abstract

Across six field and lab experiments, we found that impaired self-control fosters compliance with charitable requests. Experiments 1 and 2 showed that self-regulatory resource depletion was induced when participants yielded to the initial requests of a foot-in-the-door script aimed at procuring volunteer behavior. Experiment 3 demonstrated that self-regulatory resource depletion mediated the effects of yielding to the initial requests of a foot-in-the-door technique on compliance with a charitable target request. Experiments 4-6 demonstrated that weak temporary and chronic self-control ability fostered compliance through reliance on compliance-promoting heuristics (i.e., reciprocity, liking, and consistency).

Original languageEnglish (US)
Pages (from-to)906-924
Number of pages19
JournalJournal of Consumer Research
Volume35
Issue number6
DOIs
StatePublished - Apr 2009

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