• 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Journal of Business Research >The path of least resistance: Regulatory resource depletion and the effectiveness of social influence techniques
【24h】

The path of least resistance: Regulatory resource depletion and the effectiveness of social influence techniques

机译：阻力最小的途径：监管资源枯竭和社会影响力技术的有效性

获取原文
获取原文并翻译 | 示例
           
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

Two experiments examine the role of regulatory resource depletion in the effectiveness of social influence techniques aimed at inducing consumer compliance. They test the two-step hypothesis that a) responding to the initial request stage of an influence technique requires self-control, thereby depleting one's limited resource of self-regulatory energy, and b) a state of regulatory resource depletion fosters the use of heuristics present in the persuasion context, which increases the odds of compliance with the target request of an influence technique. A first field experiment shows that yielding to initial requests (answering a series of questions) induces resource depletion. Experiment 2 demonstrates that a lower level of self-regulatory resources increases the extent of compliance with a request through the employment of the heuristic principle of authority. Together these results provide support for the prediction that regulatory resource depletion is important in explaining the effectiveness of social influence techniques.
机译：两项实验研究了监管资源枯竭在旨在诱导消费者合规的社会影响技术的有效性中的作用。他们测试了两步假设，即a）对影响力技术的初始请求阶段做出响应需要自我控制，从而耗尽了自己有限的自我调节能量资源，并且b）调节资源枯竭的状态促进了启发式方法的使用。存在于说服语境中，这会增加符合影响技术目标要求的几率。第一个现场实验表明，屈服于初始请求（回答一系列问题）会导致资源枯竭。实验2证明，较低级别的自我调节资源通过采用启发式权威原则提高了对请求的遵从程度。这些结果共同为预测监管资源枯竭在解释社会影响技术的有效性方面的重要性提供了支持。

著录项

相似文献

  • 外文文献
  • 中文文献
  • 专利
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号