The Influence of influence: the effect of task repetition on persuaders and persuades

Chesney, Thomas; Chuah, Swee-Hoon; Hoffmann, Robert; Larner, Jeremy

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.

Citation

Chesney, T., Chuah, S.-H., Hoffmann, R., & Larner, J. (2017). The Influence of influence: the effect of task repetition on persuaders and persuades. Decision Support Systems, 94, 12-18. https://doi.org/10.1016/j.dss.2016.10.001

• Journal Article Type: Article
• Acceptance Date: Oct 1, 2016
• Online Publication Date: Oct 6, 2016
• Publication Date: Feb 1, 2017
• Deposit Date: Jun 27, 2017
• Journal: Decision Support Systems
• Print ISSN: 0167-9236
• Electronic ISSN: 1873-5797
• Publisher: Elsevier
• Peer Reviewed: Peer Reviewed
• Volume: 94
• Pages: 12-18
• DOI: https://doi.org/10.1016/j.dss.2016.10.001
• Public URL: https://nottingham-repository.worktribe.com/output/1122134
• Publisher URL: https://www.sciencedirect.com/science/article/pii/S0167923616301701?via%3Dihub