Chapter 1 - Universiteit Twente
Chapter 1 - Universiteit Twente
Chapter 1 - Universiteit Twente
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Compliance<br />
120<br />
100<br />
80<br />
60<br />
40<br />
20<br />
0<br />
Stage Two: The Path of Least Resistance<br />
Reciprocity No Reciprocity<br />
Depletion No Depletion<br />
Figure 3.1. Average number of minutes participants volunteered to serve as an experimenter as a function of depletion-induction and heuristic-<br />
activation (adapted from Fennis et al., 2009).<br />
The statistical model also showed a main effect of both factors. Participants who were<br />
depleted of their regulatory resources were overall willing to spend more minutes<br />
voluntarily participating as an experimenter (M = 64.90, SD = 53.51) as compared to<br />
participants in the no depletion condition (M = 42.20, SD = 39.04), F(1,104) = 10.68, p <<br />
.01, d = .48. Participants also complied more with the request when the heuristic principle<br />
of reciprocity was made salient (M = 62.94, SD = 52.74), compared to compliance rates<br />
in the no reciprocity condition (M = 43.16, SD = 40.10), F(1, 104) = 9.30, p < .01, d = .42.<br />
The results of Experiment 3.1 support Stage 2 of our model showing that self-regulatory<br />
resource depletion fosters compliance with a request through reliance on heuristics. We<br />
observed greater compliance with the request when self-regulatory resources had been<br />
lowered as compared to when they had been untouched, but only when a compliancepromoting<br />
heuristic was part of the influence setting. Notice that in the no reciprocity<br />
condition, self-regulatory resource depletion per se did not result in enhanced<br />
compliance, suggesting that even people in a weakened state can see through blunt,<br />
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