Forewarned is forearmed: Conserving self-control strength to resist social influence

Janssen, Loes and Fennis, Bob M. and Pruyn, A.Th.H. (2010) Forewarned is forearmed: Conserving self-control strength to resist social influence. Journal of experimental social psychology, 46 (6). pp. 911-921. ISSN 0022-1031

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Abstract:	Recent research has shown that resisting persuasion involves active self-regulation. Resisting an influence attempt consumes self-regulatory resources, and in a state of self-regulatory resource depletion, people become more susceptible to (unwanted) influence attempts. However, the present studies show that a forewarning of an impending influence attempt prompts depleted individuals to conserve what is left of their regulatory resources and thus promotes self-regulatory efficiency. As a result, when these individuals are subsequently confronted with a persuasive request, they comply less (Experiments 1 and 3), and generate more counterarguments (Experiment 2) than their depleted counterparts who were not forewarned and thus did not conserve their resources, and they are as able as non-depleted participants to resist persuasion.
Item Type:	Article
Copyright:	© 2010 Elsevier Inc.
Faculty:	Behavioural Sciences (BS)
Research Group:	Marketing Communication and Consumer Psychology (MCP)
Link to this item:	http://purl.utwente.nl/publications/73302
Official URL:	http://dx.doi.org/10.1016/j.jesp.2010.06.008
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