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The Influence of Influence: The Effect of Task Repetition on Persuaders and Persuadees
Citation
Chesney, T and Chuah, SH and Hoffmann, R and Larner, J, The Influence of Influence: The Effect of Task Repetition on Persuaders and Persuadees, Decision Support Systems, 94 pp. 12-18. ISSN 0167-9236 (2017) [Refereed Article]
DOI: doi:10.1016/j.dss.2016.10.001
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 Details
| Item Type: | Refereed Article |
|---|---|
| Research Division: | Economics |
| Research Group: | Applied economics |
| Research Field: | Experimental economics |
| Objective Division: | Economic Framework |
| Objective Group: | Microeconomics |
| Objective Field: | Preference, behaviour and welfare |
| UTAS Author: | Chuah, SH (Professor Swee-Hoon Chuah) |
| ID Code: | 137106 |
| Year Published: | 2017 |
| Web of Science® Times Cited: | 2 |
| Deposited By: | Economics and Finance |
| Deposited On: | 2020-01-31 |
| Last Modified: | 2020-01-31 |
| Downloads: | 0 |
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