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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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