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The Influence of Influence: The Effect of Task Repetition on Persuaders and Persuadees
journal contributionposted on 2023-05-20, 10:21 authored by Chesney, T, Swee-Hoon ChuahSwee-Hoon Chuah, Jean Robert HoffmannJean Robert Hoffmann, Larner, J
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.
Publication titleDecision Support Systems
PublisherElsevier Science Bv
Place of publicationPo Box 211, Amsterdam, Netherlands, 1000 Ae