238 Mindlessness and Self Control Curr Psychol (2010) 29:235–246 We argue that the origins of the concept of mindlessness, and thus of the effectiveness of many social influence techniques, frequently reside in the influence setting itself, rather than in extraneous factors. More specifically, we forward that the origins of mindlessness can be found in a characteristic that most techniques have in common: multiple decision moments, or sequential requests. That is, the target of influence has to make one or several decisions, or choices, before the target request is presented. For example, the Foot-In-The Door procedure starts with a small request, followed by a larger request. Similarly, the Door-In-The-Face technique starts with a relatively large request, followed by a smaller request. We propose that all sequential request techniques essentially trigger one underlying psychological mechanism that accounts for their impact: that of self-regulatory resource depletion (Baumeister et al. 1998; Fennis et al. 2009; Muraven et al. 1998; Vohs and Heatherton 2000). The basic premise of resource depletion (also termed ego- depletion) is that self-control processes such as actively responding to influence attempts, exercising self-control, or using will power require resources that are finite: hence, the active self can become depleted. Given that the initial request-phase of sequential request techniques often involves active responding, such as answering several questions, agreeing to receive and process a persuasive message, or, conversely, resisting or rejecting an opening offer, (Fennis et al. 2004), we propose that the target’s self-control resources will be taxed in the opening stages of the influence attempt. Hence, the process of actively responding to the initial request draws upon this same limited resource. We view responding to social influence as a manifestation of self-regulation requiring resources, and compliance as self- regulatory failure brought about by resource depletion. The following section reviews research germane to our notions. Resource Depletion and Compliance Similar to the functioning of a muscle, the resource depletion model (Baumeister et al. 1998) posits that any form of behavior that involves deliberate, conscious and controlled responses by the self, draws on a limited resource, akin to strength or energy. In addition, one act of volition is posited to have a detrimental impact on any subsequent act that draws from the same resource. As a consequence, and similar to muscle failure after repeated straining, a series of self-regulatory acts will deplete the resource up to the point of self-regulatory failure (Baumeister 2002). This resource can be replenished but at a slower rate than it is consumed. Hence, recuperation is possible, but this will take some time. In a condition of self- regulatory failure, the self is less able to function effectively which results in reliance on habit, routine, and automatic processes, key indicators of mindlessness (Baumeister et al. 2000). Importantly, Baumeister et al. (1998) have stated that making choices and decisions directly draws on this same resource (see also Vohs et al. 2008). This notion was examined in an experiment where participants were requested to deliver a counter- or pro-attitudinal speech, either as an act of free choice (high volition) or