Fennis, Bob M.; Janssen, Loes; Vohs, Kathleen D. - In: Journal of Consumer Research 35 (2009) 6, pp. 906-924
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...