Egotistic trap as a social influence technique

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Authors
DoliƄski, Dariusz
Grzyb, Tomasz
Kulesza, Wojciech
Monograph
Monograph (alternative title)
Date
2023-05-10
Publisher
Journal title
Social Influence
Issue
1
Volume
18
Pages
Pages
1-11
DOI
ISSN
1553-4510
1553-4529
ISSN of series
Weblink
https://www.tandfonline.com/doi/full/10.1080/15534510.2023.2204245
Access date
2023-05-10
Abstract PL
Abstract EN
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%.
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Keywords PL
Keywords EN
Egotistic Trap
persuasion
request formulation
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URI
https://share.swps.edu.pl/handle/swps/259
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cc-by
Except as otherwise noted, this item is licensed under the Attribution licence | Permitted use of copyrighted works
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