Post-It Note Persuasion: A Sticky Influence

Journal of Consumer Psychology, 2005

29 Pages Posted: 2 Nov 2004

See all articles by Randy Garner

Randy Garner

Sam Houston State University


Four studies examine the influence of attaching a seemingly insignificant Post-it note to a survey packet on the likelihood of completing the survey. Participants who received a packet with an affixed Post-it note request had significantly higher return rates than participants who received the identical survey with (a) no sticky note, (b) the same message written on the cover sheet but without a Post-it or (c) a blank Post-it with no message provided. Furthermore, they returned the materials more promptly with higher quality responses. A more personalized Post-it appeal increased returns when the survey was long and time consuming but was no more effective than a nonpersonalized Post-it when the survey was easy to complete. Results suggest that the Post-it leads the request to be interpreted as a solicitation for a personal favor, facilitating a normative compliance response.

Keywords: Influence, Persuasion, Compliance, Mindlessness, Post-it

JEL Classification: M30, M31, M37, M3

Suggested Citation

Garner, Randy, Post-It Note Persuasion: A Sticky Influence. Journal of Consumer Psychology, 2005, Available at SSRN:

Randy Garner (Contact Author)

Sam Houston State University ( email )

1803 Ave I
Huntsville, TX 77341
United States

Do you have negative results from your research you’d like to share?

Paper statistics

Abstract Views
PlumX Metrics