Chapter 1 - Universiteit Twente

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General Introduction request (the target request of a social influence technique). Self-regulatory resource depletion is either induced with a self-control task adopted from previous self-control research, or people’s dispositional self-control is measured (being either high or low). Participants are presented with a diversity of salient heuristic principles that are frequently embedded in social influence techniques (i.e., reciprocity, authority, and likeability), and are confronted with a persuasive request to either voluntarily donate time, effort, or actual money regarding different causes. Results show that being low in (state or trait) self-control capacity increases compliance with a request, provided that a salient decisional heuristic is present in the persuasion context. Together, Chapters 2 and 3 demonstrate that the two stages that comprise the model that was introduced in the current chapter of this dissertation are linked by a single psychological process, that of active self-regulation, which relies on a limited resource. We also provide direct evidence for the linkage between Stage 1 and Stage 2, as Chapter 2 also includes a mediation analysis, showing that the initial request-phase of a social influence technique induces self-regulatory resource depletion, which subsequently affects susceptibility to compliance with the target request of the technique. Chapter 4 extends the research presented in the first two empirical chapters, in focusing on the motivational aspects of self-control. The previous studies have demonstrated that dealing with an influence attempt involves controlled guidance by the self, and have shown that a state of self-regulatory resource depletion increases susceptibility to influence. These results suggest that successful resistance of a persuasive attempt will be dependent on the availability of resources to actively control the self. When resources are low, efficiently allocating the resources that remain seems to be a successful strategy for defense. However, one should be motivated to do so. Specifically, the research in Chapter 4 proposes that individuals low in self-control resources can still be successful at resisting a persuasive attack when prompted to be efficient in allocating their remaining self-regulatory resources. Three studies tested this hypothesis and showed 30
General Introduction that depleted individuals can be motivated to conserve their remaining resources when they expect to be confronted with an influence attempt in the nearby future. When they are warned about an influence attempt in advance, depleted participants temporarily sacrifice their self-control performance, which enables them to be just as successful at resisting the influence attempt as non-depleted participants. Results show that the effects are not attributable to receiving preliminary information about an upcoming encounter. Rather, it is the anticipation of an upcoming influence attempt that accounts for the effect. Throughout the experiments, different manipulations and measurements are used in order to secure the generalizability of the results. Resistance to persuasion is either measured as non-compliance with an (anticipated) persuasive request to do volunteer work, or more directly as the number of arguments generated against a persuasive request to donate money to charity. 31
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Extending the Model: Forewarned is
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The present research Extending the
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Experiment 4.1 Design and procedure
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Experiment 4.3 Design and procedure
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Results and discussion Extending th
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General discussion Extending the Mo
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Chapter 5 General discussion
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Summary of the empirical findings G
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General Discussion Chapter 2. Stage
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General Discussion resource depleti
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General Discussion the heuristic pr
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General Discussion on the intermedi
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General Discussion Furthermore, by
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General Discussion result of impuls
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General Discussion Third, it is cru
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General Discussion (e.g., Cialdini,
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General Discussion interactions, re
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General Discussion A final note ref
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General Discussion immediate ‘ret
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References Aiken, L. S., & West, S.
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References Burger, J. M., & Corneli
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References Ferreira, M. B., Garcia-
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References Martijn, C., Alberts, H.
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References Sherif, M. (1936). The p
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References Wheeler, S. C., Briñol,
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State Ego Depletion Scale (Ciarocco
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Samenvatting (Summary in Dutch)
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Samenvatting verzoek wordt gedaan z
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Hoofdstuk 2 Samenvatting In het eer
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Samenvatting ook Baumeister et al.,
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Samenvatting even succesvol te zijn
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Dankwoord (Acknowledgements in Dutc
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Dankwoord Kathleen, thank you so mu
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Dankwoord Lieve paps en mams. Even
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Chapter 1 - Universiteit Twente

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