Asset Details
Do you wish to reserve the book?
(Mis)Understanding Our Influence Over Others: A Review of the Underestimation-of-Compliance Effect
Hey, we have placed the reservation for you!
By the way, why not check out events that you can attend while you pick your title.
Oops! Something went wrong.
Looks like we were not able to place the reservation. Kindly try again later.
Are you sure you want to remove the book from the shelf?
(Mis)Understanding Our Influence Over Others: A Review of the Underestimation-of-Compliance Effect
Do you wish to request the book?
(Mis)Understanding Our Influence Over Others: A Review of the Underestimation-of-Compliance Effect
Please be aware that the book you have requested cannot be checked out. If you would like to checkout this book, you can reserve another copy
We have requested the book for you!
Your request is successful and it will be processed during the Library working hours. Please check the status of your request in My Requests.
Oops! Something went wrong.
Looks like we were not able to place your request. Kindly try again later.
Journal Article
(Mis)Understanding Our Influence Over Others: A Review of the Underestimation-of-Compliance Effect
2016
Overview
I review a burgeoning program of research examining people's perceptions of their influence over others. This research demonstrates that people are overly pessimistic about their ability to get others to comply with their requests. Participants in our studies have asked more than 14,000 strangers a variety of requests. We find that participants underestimate the likelihood that the people they approach will comply with their requests. This error is robust (it persists across various samples and requests) and substantial (on average, requesters underestimate compliance by 48%). We find that this error results from requesters' failure to appreciate the awkwardness of saying \"no\" to a request. In addition to reviewing evidence for the underestimation-of-compliance effect and its underlying mechanism, I discuss some factors that have been found to strengthen, attenuate, and reverse the effect. This research offers a starting point for examining a neglected perspective in influence research: the psychological perspective of the influence source.
Publisher
SAGE Publications,SAGE PUBLICATIONS, INC
Subject
