• 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Current directions in psychological science: a journal of the American Psychological Society >(Mis)Understanding Our Influence Over Others: A Review of the Underestimation-of-Compliance Effect
【24h】

(Mis)Understanding Our Influence Over Others: A Review of the Underestimation-of-Compliance Effect

机译：（错误）了解我们对他人的影响：对低估合规性影响的评论

获取原文
获取原文并翻译 | 示例
           
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

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.
机译：我回顾了一个新兴的研究计划，旨在研究人们对他人影响力的看法。这项研究表明，人们对让他人遵守自己的要求的能力过于悲观。我们研究的参与者已经向14,000多名陌生人提出了各种各样的要求。我们发现，参与者低估了他们所接近的人会满足其要求的可能性。该错误是可靠的（在各种示例和请求中仍然存在）并且严重（平均而言，请求者低估了48％的遵从性）。我们发现此错误是由于请求者无法理解对请求拒绝的尴尬所致。除了审查有关低估合规效果及其潜在机制的证据外，我还将讨论一些已发现的增强，减弱和逆转效果的因素。这项研究为检验影响研究中被忽视的观点提供了起点：影响源的心理学观点。

著录项

相似文献

  • 外文文献
  • 中文文献
  • 专利
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号