APS
29th APS Annual Convention · 2017
Successfully Influencing Others Increases Future Willingness to Help
- Kristin Sommer
Baruch College and The Graduate Center -- CUNY - Stefanie Bruno
Baruch College and The Graduate Center -- CUNY - Laura Sywulak
Baruch College and The Graduate Center -- CUNY - Martin Bourgeois
Florida Gulf Coast University
Abstract
Three studies revealed that people are more willing to help those they have successful influenced. These effects are strongest when people use soft (persuasion-based) vs. harsh power tactics (Study 1), or when they are rewarded for successful influence (Study 2). Perceptions of being liked may mediate these effects (Study 3).
Social Interpersonal Relationships
