In this paper we claim that the well-established reduction in self-control performance following prior exertion of self-control (the so-called ego depletion effect) is a consequence of people's adaptation to situational demands. Consistent with this claim that follows from cognitive control...

We present the referral-backfire effect, reflecting the phenomenon that consumers become less susceptible to persuasive attempts when they experienced referral failure. In two lab studies and one field study, we provide evidence for the effect and for the hypothesis that the effect occurs...