The influence of influence: the effect of task repetition on persuaders and persuadees

Chesney, Thomas and Chuah, Swee-Hoon and Hoffmann, Robert and Larner, Jeremy (2017) The influence of influence: the effect of task repetition on persuaders and persuadees. Decision Support Systems, 94 . pp. 12-18. ISSN 1873-5797

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Abstract

We investigate how the experience of influencing and of being influenced impacts on a subsequent, immediate attempt to influence and be influenced. We conduct an experiment using participant dyads matched in a round-robin design which systematically measures the influence one individual has on another in a decision task using a short, anonymous, computer mediated, text based exchange. Findings show that being influenced in a round of the task tends to be positively related to being influenced in the subsequent two rounds with the effect weakening each time. We find no impact on the ability to influence.

Item Type: Article
Keywords: Persuasion; Transfer of excitation; Incentivised; Experiment
Schools/Departments: University of Nottingham, UK > Faculty of Social Sciences > Nottingham University Business School
Identification Number: 10.1016/j.dss.2016.10.001
Depositing User: Eprints, Support
Date Deposited: 17 May 2017 10:07
Last Modified: 17 May 2017 18:06
URI: http://eprints.nottingham.ac.uk/id/eprint/42905

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