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

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• 作者：Thomas Chesney^a ; ^{thomas.chesney@nottingham.ac.uk}Author Vitae ; Swee-Hoon Chuah^b ; ^{sweehoon.chuah@rmit.edu.au}Author Vitae ; Robert Hoffmann^b ; ^{robert.hoffmann@rmit.edu.au}Author Vitae ; Jeremy Larner^a ; ^{jeremy.larner@nottingham.ac.uk}Author Vitae
• 关键词：Persuasion ; Transfer of excitation ; Incentivised ; Experiment
• 刊名：Decision Support Systems
• 出版年：2017
• 出版时间：February 2017
• 年：2017
• 卷：94
• 期：Complete
• 页码：12-18
• 全文大小：767 K
• 卷排序：94

文摘

We investigate how influencing and being influenced impacts on a subsequent immediate attempt to influence and be influenced. We conduct an incentivised experiment to systematically measure the influence one person has on another in a decision task. Findings show that influence in Round i is positively related to influence in Round i + 1. The effect last for two rounds, weakening each time, before it disappears. We found no impact on the ability to influence.