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AbstractIn our consumer society, people are confronted on a daily basis with unsolicited persuasion attempts. The present research challenges the prevailing view that resisting persuasion is more likely to fail when consumers have low self‐control. Four experiments tested the hypothesis that impaired self‐regulation may actually facilitate resistance to persuasion when the influence context contains resistance‐promoting heuristics. Indeed, participants with low self‐control were less likely to comply with a persuasive request (Experiments 1 and 3), reported a less favourable attitude towards an advertised product (Experiment 2), and generated more negative responses towards a persuasive message (Experiment 4) than participants with high self‐control, when they could rely on resistance‐promoting heuristics: a violation of the norm of reciprocity (Experiments 1 and 3), an advertisement disclaimer (Experiment 2), or negative social proof (Experiment 4). Together, these studies demonstrate that contextual cues can bolster resistance when one does not carefully scrutinize an influence attempt.

The present research extends previous findings suggesting that sequential request techniques, such as the Foot-in-the-Door (FITD) or Door-in-the-Face (DITF) technique, are primarily effective under conditions conducive of mindlessness. We forward that this mindlessness may be the product of the influence technique itself. More specifically, based on the notion of self-control as a limited resource, we hypothesize that actively responding to the initial request-phase of a FITD-compliance gaining procedure drains the target of his/her self-regulatory resources, thus creating the mindlessness so often observed in social influence settings. This resource depletion opens the door for compliance with the target request. The results were in line with these expectations. More specifically, we observed that active responding to an initial request of a FITD technique reduced the availability of self-regulatory resources. This state of resource depletion mediated the effect of the technique on behavioral compliance. In addition, the results of this study ruled out the alternate explanation that the effects were attributable to mood or a general tendency for acquiescence.

AbstractThe inclusion of branded products in media entertainment has become a popular marketing strategy, because viewers are less likely to recognize the persuasive intent of sponsored content as compared with traditional advertising. To guarantee fair communication and protect consumers against unobtrusive persuasion attempts, European media policy has obligated broadcasters to disclose the presence of brand placement in their television shows. Recent studies demonstrate that disclosures raise viewers' persuasion knowledge; however, the circumstances under which brand placement disclosures may affect brand evaluations and resistance to the persuasive impact of brand placement are still unclear. In two experiments, we uncovered self‐control depletion as an important moderator of disclosure effects on brand evaluations and resistance to brand placement influence. Whereas disclosures increase resistance and decrease persuasion for viewers not depleted of their self‐control, disclosures do not affect resistance and even result in more favorable brand evaluations when viewers' self‐control is depleted by a previous self‐control task. Because a state of self‐control depletion can be perceived as the "couch‐potato" mindset in which people expose themselves to entertaining television content, our findings imply that instead of protecting consumers from hidden persuasion, disclosures may unintentionally increase the persuasive effects of brand placement. We discuss several possible mechanisms that could explain our findings. Copyright © 2016 John Wiley & Sons, Ltd.

AbstractThe current study aimed to evaluate how adolescents' and parents' perceptions of daily parenting—and their discrepancies—relate to daily parent and adolescent affect. Daily parental warmth and affect were assessed using electronic diaries in 150 American adolescent–parent dyads (61.3% females, Mage = 14.6, 83.3% White; 95.3% mothers, Mage = 43.4; 89.3% White) and in 80 Dutch adolescents with 79 mothers and 72 fathers (63.8% females, Mage = 15.9, 91.3% White; Mage = 49.0, 97.4% White). Results of preregistered models indicated that individuals' affect may be more important for perceptions of parenting than discrepancies between parent–adolescent reports of parenting for affect, stressing the need to be aware of this influence of affect on parenting reports in clinical and research settings.

Media and communication have become ubiquitous in today's societies and affect all aspects of life. On an individual level, they impact how we learn about the world, how we entertain ourselves, and how we interact with others. On an organisational level, the interactions between media and organisations, such as political parties, NGOs, businesses and brands, shape organisations' reputation, legitimacy, trust and (financial) performance, as well as individuals' consumer, political, social and health behaviours. At the societal level, media and communication are crucial for shaping public opinion on current issues such as climate change, sustainability, diversity, and well-being. Media challenges are widespread and include mis- and disinformation, the negative impact of algorithms on our information diets, challenges to our privacy, cyberbullying, media addiction, and unwanted persuasion, among many others. All this makes the study of media and communication crucial. This book provides a broad overview of the ways in which people create, use, and experience their media environment, and the role of media and communication for individuals, organisations, and society. The chapters in the book were written by researchers from the Amsterdam School of Communication Research (ASCoR) on the occasion of its 25th anniversary. ASCoR is today the largest research institute of its kind in Europe and has developed over the past 25 years into one of the best communications research institutes in the world