Ask in person: You're less persuasive than you think over email

详细信息    查看全文

• 作者：M. Mahdi Roghanizad^a ; ^{mmroghan@uwaterloo.ca} ; Vanessa K. Bohns^b
• 关键词：Compliance ; Egocentrism ; Email ; Help-seeking ; Perspective-taking ; Social influence ; Trust
• 刊名：Journal of Experimental Social Psychology
• 出版年：2017
• 出版时间：March 2017
• 年：2017
• 卷：69
• 期：Complete
• 页码：223-226
• 全文大小：1284 K
• 卷排序：69

文摘

People underestimate compliance when making requests of strangers in person. In two studies, we found the opposite pattern of results for emailed requests. Requesters overestimated compliance when making requests over email. This error was driven by a perspective-taking failure. Requesters failed to appreciate how untrustworthy their emails would seem to others.