Egotistic trap as a social influence technique
Two experiments tested the effectiveness of an egotistic trap, a social influence technique based on the premise that people agree to requests that align with their desirable qualities. In the first experiment, people were asked to participate in a survey-based study. In the control conditions (stan...
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| Veröffentlicht in: | Social influence 2023-12, Vol.18 (1) |
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| creator | Dolinski, Dariusz Grzyb, Tomasz Kulesza, Wojciech |
| description | Two experiments tested the effectiveness of an egotistic trap, a social influence technique based on the premise that people agree to requests that align with their desirable qualities. In the first experiment, people were asked to participate in a survey-based study. In the control conditions (standard request), approx. 32.7% said yes. Yet, when it was mentioned that intelligent individuals were sought after and the subject appeared intelligent, the percentage became 52.4%. The second experiment aimed to persuade car owners to have their cars inspected at an official service station. Of the participants, 56.7% agreed in the standard conditions. However, when the phrase 'studies show that sensible customers have their cars inspected at official service stations' was included, it became 71.7%. |
| doi_str_mv | 10.1080/15534510.2023.2204245 |
| format | Article |
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| subjects | Customers Egotistic Trap Influence Intelligence Owners persuasion request formulation |
| title | Egotistic trap as a social influence technique |
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