Curr Psychol (2010) 29:235–246 DOI 10.1007/s12144-010-9082-x Mindlessness Revisited: Sequential Request Techniques Foster Compliance by Draining Self-control Resources Bob M. Fennis & Loes Janssen Published online: 10 August 2010 # The Author(s) 2010. This article is published with open access at Springerlink.com Abstract 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. Keywords Social influence techniques . Compliance . Self-regulatory resource depletion . Mindlessness . Persuasion B. M. Fennis (*) Department of Marketing, University of Groningen, P.O. Box 800, 9700 AV Groningen, the Netherlands e-mial: b.m.fennis@rug.nl L. Janssen (*) Department of Social Psychology, University of Tilburg, P.O. Box 90153, 5000 LE Tilburg, the Netherlands e-mail: l.janssen@uvt.nl