ABSTRACT
Social influence often creates an approach-avoidance conflict for the re-cipient (Dollard & Miller, 1950; Miller, 1944, 1959; Wheeler, 1966). A request, an offer, a command, or a suggestion engages two opposing reactions. On the one hand, the target of the request wants to help, wants to own, wants to enjoy, wants to participate, but at the same time the target is resistant to the expense, to the effort, or to the commitment that comes from complying.
