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

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.     

Reviews

Planning in diverse societies. Healey, P. 1997: COLLABORATIVE PLANNING: SHAPING PLACES IN FRAGMENTED SOCIETIES. Basingstoke: Macmillan, £14.99 paper.

Transforming “problem” housing estates. Power, A. 1997: ESTATES ON THE EDGE. London: Macmillan, £57.50 cased.

Contested communities. Hoggett, P. (ed) 1997: CONTESTED COMMUNITIES: EXPERIENCES, STRUGGLES, POLICIES. Bristol, The Policy Press, £15.95 paper.

A planner's view of regeneration in Manchester. Kitchen, T., 1997: PEOPLE, POLITICS, POLICIES AND PLANS: THE CITY PLANNING PROCESS IN BRITAIN. London: Paul Chapman Publishing, £16.95 paper.

Urban design. Parfect, M. and Power, G. 1997: PLANNING FOR URBAN QUALITY: URBAN DESIGN IN TOWNS AND CITIES. London: Routledge, £65.00 cased, £22.50 paper.

Regional impact of the EU Structural Funds. Bachtler, J. and Turok, I. (eds) 1997: THE COHERENCE OF EU REGIONAL POLICY: CONTRASTING PERSPECTIVES ON THE STRUCTURAL FUNDS. London: Jessica Kingsley Publishers, £25.00 paper.

Development trusts. Ward M. and Watson, S. 1997: HERE TO STAY: A PUBLIC POLICY FRAMEWORK FOR COMMUNITY-BASED REGENERATION. London: Development Trusts Association, Joseph Rowntree Foundation, £10.95 paper.

Hart, L. 1997: ASSET BASE DEVELOPMENT FOR COMMUNITY-BASED REGENERATION ORGANISATIONS. London: Development Trusts Association, £6,50 paper.

Community visioning. Burton, B. 1997: COMMUNITY VISIONING: AN EVALUATION OF THE “CHOICES FOR BRISTOL” PROJECT. Bristol: Policy Press, £11.95 paper.     

Advertising as a cause of bias in American juries: an exploratory study

This study explores the concept of jury bias based on exposure to lawyer advertising. Attitudinal and demographic differences are identified which distinguish respondents who felt they might be biased due to exposure to advertising. Legal precedents and implications for jury selection are discussed.     

The relationship between convention hosts and professional conference organizers

It is common for host organizations that operate conventions to employ professional conference organizers (PCOs) to perform a variety of professional services relating to the organization, management and operation of the event. As such, a productive relationship between the host and PCO is essential to the successful operation of the event. Yet, the relationship is often strained as the host organization may feel uncertain about the selection of the PCO or may have reservations about its performance. Such an arrangement represents a classic principle–agent relationship that can be examined through agency theory. This study examines this relationship from the perspective of the host organization. It found that hosts do express concerns about adverse selection and moral hazard, but that these concerns can be mitigated by a series of pre- and post-contract awarding control measures.     

Listen First-Sell Later

This is a book for people who sell （whether they know it or not）. It＇s for people who own their own business and people who are just starting out. It＇s a book about communication and relationships, which means that you can use it to connect with your customers, bosses, employees, children, and parents, too. If you volunteer for a cause you＇re passionate about, or if you＇ve got a great idea but you don＇t know how to start marketing it, this book will help you. This book is for entrepreneurs, politicians, venture capitalists,     

Feature review

Approaches to World Order Robert W. Cox with Timothy J. Sinclair (Cambridge University Press, 1996)     

A Comparison of International Travel Between an Emerging and a Mature Source Market

Little research has been published on the evolution of markets, but markets, like destinations, should evolve over time. A market's collective travel behavior should change as residents become more experienced international tourists. Market evolution may be triggered by rapid economic development. As Tourists become more experienced, their destination choice, travel patterns and package tour propensity should change. This paper compares the international travel patterns of similar source markets at different stages of their travel life cycles. Hong Kong can be considered as an established source market, whereas Macau is a rapidly emerging source market. The study identifies significant differences in destination choice, package tour propensity, long-haul travel propensity, motivations and behavior within destinations. The authors conclude the paper by offering a number of propositions about market evolution.     

When a High Discount Rate Encourages Biodiversity

Include land in a neoclassical growth model and introduce a standard biogeographic relation between species recliners (biodiversity) and land. Assume that species provide utility. The optimal constant amount of land preserved for species is obtained from steady-state conditions. Contrary to conventional wisdom, a high discount rate preserves more land when the elasticity of substitution between goods and species exceeds unity or when this elasticity is less than unity and technology is such that the output effect of a change in the interest rate exceeds the substitution effect.     

The challenges of developing transit tourism

This paper examines the challenges of attracting day-trip transit passengers in Asian hub airports. The rapid expansion of Asian hub airports in the past six years should produce opportunities for destinations to benefit from short-stay visits by transit and transfer passengers, using the hub for convenient connections. However, little short-haul transit tourism seems to occur. The authors propose that two reasons may account for this lack of demand: lack of opportunity or lack of desire. This study examines transit/transfer passengers from Chinese Taipei that pass through Hong Kong's International Airport. The study concludes that interest in transit tourism is high, but a lack of opportunity precludes higher participation rates. Intervention at the travel purchase decision-making point may enhance transit tourism opportunities.