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Abstrak :
Memberikan sesuatu sebelum meminta memperbesar peluang untuk dikabulkan. Kebanyakan penelitian menggunakan pemberian dan permintaan yang bersifat normatif. Belum diketahui kesediaan mengabulkan jika pemberian ataupun permintaan kontranormatif. Tiga studi eksperimental dilakukan untuk memeriksa manakah di antara tipe pemberian dan tipe permintaan yang berpengaruh terhadap kesediaan mengabulkan. Penelitian ini juga memeriksa dua mekanisme potensial yang berperan dalam kesediaan mengabulkan, yaitu terima kasih dan utang budi. Studi pertama bertujuan untuk mengetahui efek biaya pemberian (low-cost, medium-cost, hi-cost) dan sifat permintaan (normatif vs. kontranormatif) terhadap kesediaan mengabulkan. Ditemukan semakin tinggi biaya, semakin dikabulkan pemberian. Studi kedua bertujuan menguji efek sifat pemberian (normatif vs. kontranormatif) dan sifat permintaan (normatif vs. kontranormatif) terhadap kesediaan mengabulkan. Hasil menunjukkan orang yang menerima pemberian kontranormatif, lebih bersedia mengabulkan permintaan. Meskipun demikian, permintaan normatiflah yang cenderung dikabulkan. Hasil juga menunjukkan semua pemberian (baik normatif maupun kontranormatif) menimbulkan rasa terima kasih dan utang budi. Ada indikasi utang budi memprediksi kesediaan mengabulkan permintaan normatif. Studi ketiga bertujuan untuk mengetahui respon emosi manakah (terima kasih vs. utang budi) yang berpengaruh terhdap kesediaan mengabulkan. Utang budi memprediksi kesediaan mengabulkan permintaan kontranormatif. Dapat disimpulkan, pemberian biaya tinggi dan pemberian kontranormatif meningkatkan kesediaan mengabulkan meskipun orang cenderung mengabulkan permintaan yang normatif saja. Utang budilah yang berperan dalam kesediaan mengabulkan permintaan normatif dan kontranormatif. ......Studies have suggested that giving favor before asking for a request is more effective that request alone. Experiments have showed consistent results, in which favor and request exemined were limited to procosial-normative favor and request only. Little is known on how much a person is willing to comply to request that violates the norms after benefit from favor that also violates the norms (counternormative). Three experiments were conducted to investigate the types of favor and types of request that influence compliance. These experiments examined two potential mechanism contributed to compliance: gratitude and indebtedness. Experiment one was conducted to examine the effect of favor cost (low-cost, medium-cost, hi-cost) and type of request (normative and counternormative request) on compliance. Results found that the favor cost increased the compliance. Experiment two was conducted to examine the effect of type of favor (normative and counternormative favor) and type of request (normative and counternormative request) on compliance. The result found that counternormative favor increased compliance. However, normative request tended to be granted. Results also suggested that all favor evoked gratitude and indebtedness, however only indebtedness predicted compliance toward normative request. Experiment three was conducted to examine the role of gratitude and indebtedness on compliance. Results suggested that indebtedness predicted compliance toward counternormative request. In conclusion, hi-cost and counternormative favor increased compliance. Normative request was more to be granted than counternormative request. Indebtedness was found as a predictor for compliance toward normative as well as counternormatif request.

Abstrak :
Pada era teknologi, selain melalui pinjaman konvensional, individu juga dapat meminjam melalui pinjaman berbasis daring. Pinjaman berbasis daring membuat individu menjadi lebih banyak meminjam untuk memenuhi gaya hidup materialis. Penelitian terdahulu telah menemukan hubungan materialisme dan perilaku berutang. Perilaku finansial juga ditemukan berhubungan dengan materialisme serta perilaku berutang. Skripsi ini bertujuan untuk mengetahui hubungan materialisme dan perilaku berutang pada emerging adulthood pengguna pinjaman online serta ingin melihat peran perilaku finansial sebagai mediator pada hubungan tersebut. 110 pengguna pinjaman online yang berusia 18 – 29 tahun mengikuti penelitian ini. Penelitian dilakukan dengan menyebarkan kuesioner secara daring. Hasil penelitian menunjukkan bahwa materialisme tidak memiliki hubungan dengan perilaku berutang, akan tetapi perilaku finansial dapat menjadi mediator hubungan tersebut. Hasil penelitian ini diharapkan dapat membantu menjelaskan peran perilaku finansial sebagai faktor protektif dalam membantu menurunkan materialisme dan perilaku berutang. ......In the era of technology, apart from conventional loans, people can also borrow through online-based loans. Online-based loans encourage people to borrow more to fulfill materialistic lifestyles. Previous research has found a relationship between materialism and debt behavior. Financial behavior has also been found to be related to materialism and debt behavior. This study aims to determine the relationship between materialism and debt behavior in emerging adulthood users of online loans and to examine the role of financial behavior as a mediator in this relationship. 110 online loan users aged 18-29 participated in this study. The research was conducted by distributing online questionnaires. The results show that materialism does not have a direct relationship with debt behavior. however, financial behavior can act as a mediator in this relationship. The findings of this study are expected to help explain the role of financial behavior as a protective factor in reducing materialism and debt behavior