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

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  • Bob M. Fennis
  • Loes Janssen
  • Kathleen D. Vohs

Abstract

Across six field and lab experiments, we found that impaired self-control fosters compliance with charitable requests. Experiments 1 and 2 showed that self-regulatory resource depletion was induced when participants yielded to the initial requests of a foot-in-the-door script aimed at procuring volunteer behavior. Experiment 3 demonstrated that self-regulatory resource depletion mediated the effects of yielding to the initial requests of a foot-in-the-door technique on compliance with a charitable target request. Experiments 4-6 demonstrated that weak temporary and chronic self-control ability fostered compliance through reliance on compliance-promoting heuristics (i.e., reciprocity, liking, and consistency). (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc..

Suggested Citation

  • Bob M. Fennis & Loes Janssen & Kathleen D. Vohs, 2009. "Acts of Benevolence: A Limited-Resource Account of Compliance with Charitable Requests," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(6), pages 906-924, April.
    • Handle: RePEc:oup:jconrs:v:35:y:2009:i:6:p:906-924
    DOI: 10.1086/593291
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    Cited by:

    1. Grinstein, Amir & Hagtvedt, Henrik & Kronrod, Ann, 2019. "Aesthetically (dis)pleasing visuals: A dual pathway to empathy and prosocial behavior," International Journal of Research in Marketing, Elsevier, vol. 36(1), pages 83-99.
    2. Hamilton, Ryan & Vohs, Kathleen D. & Sellier, Anne-Laure & Meyvis, Tom, 2011. "Being of two minds: Switching mindsets exhausts self-regulatory resources," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 13-24, May.
    3. Bob M Fennis & Tor W Andreassen & Line Lervik-Olsen, 2015. "Behavioral Disinhibition Can Foster Intentions to Healthy Lifestyle Change by Overcoming Commitment to Past Behavior," PLOS ONE, Public Library of Science, vol. 10(11), pages 1-12, November.
    4. Paul Harrison & Marta Massi & Kathryn Chalmers, 2014. "Beyond Door-to-Door: The Implications of Invited In-Home Selling," Journal of Consumer Affairs, Wiley Blackwell, vol. 48(1), pages 195-221, March.
    5. Cheryl Nakata & Elif Izberk-Bilgin & Lisa Sharp & Jelena Spanjol & Anna Shaojie Cui & Stephanie Y. Crawford & Yazhen Xiao, 2019. "Chronic illness medication compliance: a liminal and contextual consumer journey," Journal of the Academy of Marketing Science, Springer, vol. 47(2), pages 192-215, March.
    6. Alessandro Bucciol & Daniel Houser & Marco Piovesan, 2010. "Willpower in children and adults: a survey of results and economic implications," International Review of Economics, Springer;Happiness Economics and Interpersonal Relations (HEIRS), vol. 57(3), pages 259-267, September.
    7. Ilya O. Ryzhov & Bin Han & Jelena Bradić, 2016. "Cultivating Disaster Donors Using Data Analytics," Management Science, INFORMS, vol. 62(3), pages 849-866, March.
    8. Bénédicte de Peyrelongue & Olivier Masclef & Valérie Guillard, 2017. "The Need to Give Gratuitously: A Relevant Concept Anchored in Catholic Social Teaching to Envision the Consumer Behavior," Journal of Business Ethics, Springer, vol. 145(4), pages 739-755, November.
    9. Zeng, Fue & Ye, Qing & Li, Jing & Yang, Zhilin, 2021. "Does self-disclosure matter? A dynamic two-stage perspective for the personalization-privacy paradox," Journal of Business Research, Elsevier, vol. 124(C), pages 667-675.
    10. Palma, Marco A. & Segovia, Michelle S. & Kassas, Bachir & Ribera, Luis A. & Hall, Charles R., 2018. "Self-control: Knowledge or perishable resource?," Journal of Economic Behavior & Organization, Elsevier, vol. 145(C), pages 80-94.
    11. Hurley, Patrick J., 2015. "Ego depletion: Applications and implications for auditing research," Journal of Accounting Literature, Elsevier, vol. 35(C), pages 47-76.
    12. Abdullah Sultan & Jeff Joireman & David Sprott, 2012. "Building consumer self-control: The effect of self-control exercises on impulse buying urges," Marketing Letters, Springer, vol. 23(1), pages 61-72, March.
    13. Moon, Sangkil & Azizi, Kathryn, 2013. "Finding Donors by Relationship Fundraising," Journal of Interactive Marketing, Elsevier, vol. 27(2), pages 112-129.
    14. Pandelaere, Mario & Briers, Barbara & Dewitte, Siegfried & Warlop, Luk, 2010. "Better think before agreeing twice," International Journal of Research in Marketing, Elsevier, vol. 27(2), pages 133-141.

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