"Because" Justification

We are far more likely to comply with a request when given a reason — even if the reason is meaningless. The word 'because' triggers automatic compliance.

• In Ellen Langer's copy machine study, 'Can I use the copier because I need to make copies?' achieved almost the same compliance as a legitimate reason — the word 'because' did the work.
• Adding 'because' to marketing requests increases response rates even when the reason that follows adds no real information.
• Managers who explain decisions — even with weak or circular reasons — face significantly less resistance than those who give none.