Acts of Benevolence: A Limited-Resource Account of Compliance with Charitable Requests

Journal of Consumer Research - Tập 35 Số 6 - Trang 906-924 - 2009
Bob M. Fennis, Loes Janssen, Kathleen D. Vohs

Tóm tắt

Từ khóa


Tài liệu tham khảo

Abrahams, Matthew F. and Robert A. Bell (1994), “Encouraging Charitable Contributions: An Examination of Three Models of Door-in-the-Face Compliance,” Communication Research, 21 (2), 131–53.

Aiken, Leona S. and Stephen G. West (1991), Multiple Regression: Testing and Interpreting Interactions, Newbury Park, CA: Sage.

Baron, Reuben M. and David A. Kenny (1986), “The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic and Statistical Considerations,” Journal of Personality and Social Psychology, 51 (6), 1173–82.

Baumeister, Roy F. (2002), “Reflections and Reviews: Yielding to Temptation: Self-Control Failure, Impulsive Purchasing, and Consumer Behavior,” Journal of Consumer Research, 28 (4), 670–76.

Baumeister, Roy F., Ellen Bratslavsky, Mark Muraven, and Dianne M. Tice (1998), “Ego Depletion: Is the Active Self a Limited Resource?” Journal of Personality and Social Psychology, 74 (5), 1252–65.

Baumeister, Roy F. and Kathleen D. Vohs (2007), “Self Regulation, Ego Depletion and Motivations,” Social and Personality Psychology Compass, 1 (November), 115–28.

Baumeister, Roy F., Kathleen D. Vohs, and David C. Funder (2007), “Psychology as the Science of Self-Reports and Finger Movements: Whatever Happened to Actual Behavior?” Perspectives on Psychological Science, 2 (4), 396–403.

Baumeister, Roy F., Kathleen D. Vohs, and Dianne M. Tice (2007), “The Strength Model of Self-Control,” Current Directions in Psychological Science, 16 (6), 351–55.

Briers, Barbara, Mario Pandelaere, and Luk Warlop (2007), “Adding Exchange to Charity: A Reference Price Explanation,” Journal of Economic Psychology, 28 (1), 15–30.

Burger, Jerry M. (1999), “The Foot-in-the-Door Compliance Procedure: A Multiple Process Analysis and Review,” Personality and Social Psychology Review, 3 (4), 303–25.

Burger, Jerry M. and David F. Caldwell (2003), “The Effects of Monetary Incentives and Labeling on the Foot-in-the-Door Effect: Evidence for a Self-Perception Process,” Basic and Applied Social Psychology, 25 (3), 235–41.

Burger, Jerry M. and Tara Cornelius (2003), “Raising the Price of Agreement: Public Commitment and the Lowball Compliance Procedure,” Journal of Basic and Applied Social Psychology, 33 (5), 923–34.

Burger, Jerry M. and Richard E. Petty (1981), “The Lowball Compliance Technique: Task or Person Commitment?” Journal of Personality and Social Psychology, 40 (3), 492–500.

Burkley, Edward (2008), “The Role of Self-Control in Resistance to Persuasion,” Personality and Social Psychology Bulletin, 34 (3), 419–31.

Campbell, Margaret and Amna Kirmani (2008), “I Know What You're Doing and Why You're Doing It: The Use of the Persuasion Knowledge Model in Consumer Research,” in Handbook of Consumer Psychology, ed. Curtis P. Haugtvedt, Paul Herr, and Frank Kardes. Mahwah, NJ: Psychology Press, 549–75.

Chaiken, Shelly (1980), “Heuristic versus Systematic Information Processing and the Use of Source versus Message Cues in Persuasion,” Journal of Personality and Social Psychology, 39 (5), 752–66.

Chaiken, Shelly and Yaacov Trope, eds. (1999), Dual Process Theories in Social Psychology, New York: Guilford.

Cialdini, Robert B. (1993), Influence: The Psychology of Persuasion, New York: Morrow.

Cialdini, Robert B., John T. Cacioppo, Rodney Bassett, and John A. Miller (1978), “Low-Ball Procedure for Producing Compliance: Commitment then Cost,” Journal of Personality and Social Psychology, 36 (5), 463–76.

Cialdini, Robert B. and Noah J. Goldstein (2004), “Social Influence: Compliance and Conformity,” Annual Review of Psychology, 55, 591–621.

Cialdini, Robert B., Joyce E. Vincent, Stephen K. Lewis, José Catalan, Diane Wheeler, and Betty L. Darby (1975), “Reciprocal Concessions Procedure for Inducing Compliance: The Door-in-the-Face Technique,” Journal of Personality and Social Psychology, 31 (2), 206–15.

Clary, E. Gil, Mark Snyder, Robert D. Ridge, Peter K. Miene, and Julie A. Haugen (1994), “Matching Messages to Motives in Persuasion: A Functional Approach to Promoting Volunteerism,” Journal of Applied Social Psychology, 24 (13), 1129–49.

Davis, Barbara Price and Eric S. Knowles (1999), “A Disrupt-then-Reframe Technique of Social Influence,” Journal of Personality and Social Psychology, 76 (2), 192–99.

Fennis, Bob M., Enny H. H. J. Das, and Ad Th. Pruyn (2004), “‘If You Can't Dazzle Them with Brilliance, Baffle Them with Nonsense’: Extending the Impact of the Disrupt-then-Reframe Technique of Social Influence,” Journal of Consumer Psychology, 14 (3), 280–90.

——— (2006), “Interpersonal Communication and Compliance: The Disrupt-then-Reframe Technique in Dyadic Influence Settings,” Communication Research, 33 (2), 136–51.

Fern, Edward F., Kent B. Monroe, and Ramon A. Avila (1986), “Effectiveness of Multiple Request Strategies: A Synthesis of Research Results,” Journal of Marketing Research, 23 (2), 144–52.

Ferreira, Mario B., Leonel Garcia-Marques, Steven J. Sherman, and Jeffrey W. Sherman (2006), “Automatic and Controlled Components of Judgment and Decision Making,” Journal of Personality and Social Psychology, 91 (5), 797–813.

Finkel, Eli and W. Keith Campbell (2001), “Self-Control and Accommodation in Close Relationships: An Interdependence Analysis,” Journal of Personality and Social Psychology, 81 (2), 263–77.

Fish, Barry and Kalman J. Kaplan, (1974), “Does a ‘Foot-in-the-Door’ Get You In or Out?” Psychological Reports, 34 (1), 35–42.

Flynn, Francis J. and Vanessa Lake (2008). “‘If You Need Help, Just Ask’: Underestimating Compliance with Direct Requests for Help,” Journal of Personality and Social Psychology, 95 (1), 128–43.

Forgas, Joseph P. (2007), “When Sad Is Better than Happy: Negative Affect can Improve the Quality and Effectiveness of Persuasive Messages and Social Influence Strategies,” Journal of Experimental Social Psychology, 43 (3), 513–28.

Freedman, Jonathan and Scott C. Fraser (1966), “Compliance without Pressure: The Foot-in-the-Door Technique,” Journal of Personality and Social Psychology, 4 (2), 195–202.

Friestad, Marian and Peter Wright (1994), “The Persuasion Knowledge Model: How People Cope with Persuasion Attempts,” Journal of Consumer Research, 21 (1), 1–31.

Gailliot, Matthew T., Roy F. Baumeister, C. Nathan DeWall, Jon K. Maner, E. Ashby Plant, Dianne M. Tice, Lauren E. Brewer, and Brandon J. Schmeichel (2007), “Self-Control Relies on Glucose as a Limited Energy Resource: Willpower Is More than a Metaphor,” Journal of Personality and Social Psychology, 92 (2), 325–36.

Gouldner, Alvin W. (1960), “The Norm of Reciprocity: A Preliminary Statement,” American Sociological Review, 25 (1), 161–78.

Kardes, Frank R., Bob M. Fennis, Edward R. Hirt, Zackary L. Tormala, and Brian Bullington (2007), “The Role of the Need for Cognitive Closure in the Effectiveness of the Disrupt-then-Reframe Influence Technique,” Journal of Consumer Research, 34 (3), 377–85.

Langer, Ellen J. (1992), “Matters of Mind: Mindfulness/Mindlessness in Perspective,” Consciousness and Cognition, 1 (4), 289–305.

Langer, Ellen J., Arthur Blank, and Benzion Chanowitz (1978), “The Mindlessness of Ostensibly Thoughtful Action: The Role of ‘Placebic’ Information in Interpersonal Interaction,” Journal of Personality and Social Psychology, 36 (6), 635–42.

McFarland, Richard G., Goutam N. Challagalla, and Tasadduq A. Shervani (2006), “Influence Tactics for Effective Adaptive Selling,” Journal of Marketing, 70 (4), 103–17.

Mowen, John C. and Harish Sujan (2005), “Volunteer Behavior: A Hierarchical Model Approach for Investigating Its Trait and Functional Motive Antecedents,” Journal of Consumer Psychology, 15 (2), 170–82.

Muraven, Mark, Dikla Shmueli, and Edward Burkley (2006), “Conserving Self-Control Strength,” Journal of Personality and Social Psychology, 91 (3), 524–37.

Payan, Janice M. and Richard G. McFarland (2005), “Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance,” Journal of Marketing, 69 (3), 66–79.

Petty, Richard E. and Duane T. Wegener (1999), “The Elaboration Likelihood Model: Current Status and Controversies,” in Dual-Process Theories in Social Psychology, ed. Shelly Chaiken and Yaacov Trope, New York: Guilford, 37–72.

Pliner, Patricia, Heather Hart, Joanne Kohl, and Dory Saari (1974), “Compliance without Pressure: Some Further Data on the Foot-in-the-Door Technique,” Journal of Experimental Social Psychology, 10 (1), 17–22.

Pocheptsova, Anastasiya, On Amir, Ravi Dhar, and Roy Baumeister (forthcoming), “Deciding without Resources: Psychological Depletion and Choice in Context,” Journal of Marketing Research.

Pollock, Carrie L., Shane D. Smith, and Eric S. Knowles (1998), “Mindfulness Limits Compliance with the That's-Not-All Technique,” Personality and Social Psychology Bulletin, 24 (11), 1153–57.

Quinn, Edward P., Thomas H. Brandon, and Amy L. Copeland (1996), “Is Task Persistence Related to Smoking and Substance Abuse? The Application of Learned Industriousness Theory to Addictive Behaviours,” Experimental and Clinical Psychopharmacology, 4 (2), 186–90.

Schmeichel, Brandon J., Kathleen D. Vohs, and Roy F. Baumeister (2003), “Intellectual Performance and Ego Depletion: Role of the Self in Logical Reasoning and Other Information Processing,” Journal of Personality and Social Psychology, 85 (1), 33–46.

Schmeichel, Brandon J. and Kathleen D. Vohs (2008), “Self-Affirmation and Self-Control: Affirming Core Values Counteracts Ego Depletion,” unpublished manuscript, Texas A&M University.

Seligman, Clive, Malcolm Bush, and Kenneth Kirsch (1976), “Relationship between Compliance in the Foot-in-the-Door Paradigm and Size of First Request,” Journal of Personality and Social Psychology, 33 (5), 517–20.

Shoemaker, Pamela J., Martin Eichholz, and Elizabeth A. Skewes (2002), “Item Nonresponse: Distinguishing between Don't Know and Refuse,” International Journal of Public Opinion Research, 14 (2), 193–201.

Smit, Annika S., Paul A. T. M. Eling, and Anton M. L. Coenen (2004), “Mental Effort Causes Vigilance Decrease Due to Resource Depletion,” Acta Psychologica, 115 (1), 35–42.

Steele, Claude M. (1988), “The Psychology of Self-Affirmation: Sustaining the Integrity of the Self,” in Advances in Experimental Social Psychology, Vol. 21, ed. Leonard Berkowitz, New York: Academic Press, 261–302.

Stroop, J. Ridley (1935), “Studies of Interference in Serial Verbal Reactions,” Journal of Experimental Psychology, 18 (6), 643–62.

Stukas, Arthur A., Mark Snyder, and E. Gil Clary (2008), “The Social Marketing of Volunteerism: A Functional Approach,” in Handbook of Consumer Psychology, ed. Curtis P. Haugtvedt, Paul Herr, and Frank Kardes. Mahwah, NJ: Psychology Press, 959–79.

Tangney, June P., Roy F. Baumeister, and Angie L. Boone (2004), “High Self-Control Predicts Good Adjustment, Less Pathology, Better Grades and Interpersonal Success,” Journal of Personality, 72 (2), 271–322.

Tybout, Alice M. (1978), “Relative Effectiveness of Three Behavioral Influence Strategies as Supplements to Persuasion in a Marketing Context,” Journal of Marketing Research, 15 (2), 229–42.

Tybout, Alice M., Brian Sternthal, and Bobby J. Calder (1983), “Information Availability as a Determinant of Multiple Request Effectiveness,” Journal of Marketing Research, 20 (3), 280–90.

Vohs, Kathleen D., Roy F. Baumeister, and Natalie J. Ciarocco (2005), “Self-Regulation and Self-Presentation: Regulatory Resource Depletion Impairs Impression Management and Effortful Self-Presentation Depletes Regulatory Resources,” Journal of Personality and Social Psychology, 88 (4), 632–57.

Vohs, Kathleen D., Roy F. Baumeister, Brandon J. Schmeichel, Jean M. Twenge, Noelle M. Nelson, and Dianne M. Tice (2008), “Making Choices Impairs Subsequent Self-Control: A Limited Resource Account of Decision Making, Self-Regulation, and Active Initiative,” Journal of Personality and Social Psychology, 94 (5), 883–98.

Vohs, Kathleen D., Roy F. Baumeister, and Dianne Tice (2008), “Self-Regulation: Goals, Consumption, and Choices,” in Handbook of Consumer Psychology, ed. Curtis P. Haugtvedt, Paul Herr, and Frank Kardes. Mahwah, NJ: Psychology Press, 349–67.

Vohs, Kathleen D. and Ronald J. Faber (2007), “Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying,” Journal of Consumer Research, 33 (March), 537–47.

Vohs, Kathleen D. and Eli J. Finkel (2006), Self and Relationships: Connecting Intrapersonal and Interpersonal Processes, New York: Guilford.

Vohs, Kathleen D. and Todd F. Heatherton (2000), “Self-Regulatory Failure: A Resource-Depletion Approach,” Psychological Science, 11 (3), 249–54.

Vohs, Kathleen D., Nicole L. Mead, and Miranda R. Goode (2006), “The Psychological Consequences of Money,” Science, 314 (5802), 1154–56.

Wallace, Harry M. and Roy F. Baumeister (2002), “The Effects of Success versus Failure Feedback on Further Self-Control,” Self and Identity, 1 (1), 35–41.

Wang, Theodore, Richard Brownstein, and Richard Katzev (1989), “Promoting Charitable Behaviour with Compliance Techniques,” Applied Psychology: An International Review, 38 (2), 165–83.

Watson, David, Lee A. Clark, and Auke Tellegen (1988), “Development and Validation of Brief Measures of Positive and Negative Affect: The PANAS Scales,” Journal of Personality and Social Psychology, 54 (6), 1063–70.

Webb, Thomas L. and Paschal Sheeran (2003), “Can Implementation Intentions Help to Overcome Ego-Depletion?” Journal of Experimental Social Psychology, 39 (3), 279–86.

Wheeler, S. Christian, Pablo Briñol, and Anthony D. Hermann (2007), “Resistance to Persuasion as Self-Regulation: Ego-Depletion and Its Effects on Attitude Change Processes,” Journal of Experimental Social Psychology, 43 (1), 150–56.