Download as iCal file

POWER AND SUSCEPTIBILITY TO INFLUENCE

By Ayala Shahaf
Location Bloomfield 527
Advisor(s): Prof. Edith Shalev
MSc
Academic Program: Please choose
 
Wednesday 19 July 2017, 11:30 - 12:15

The current research explores the relationship between power and susceptibility to influence. Extant literature portrays the powerful as resistant to social influence and as self-reliant. Herein, we seek to identify a boundary condition wherein the powerful would become susceptible to influence. In three experiments, we demonstrate that when the source of a message is either anonymous or a member of a neutral outgroup, the powerful becomes more susceptible to influence than the powerless. In experiments 1a and 1b, we find that power disposition predicts attitude change following the read of an anonymous online review; product attitudes of high power participants were more influenced by the online product review than were those of low power participants. In experiment 2, we manipulate power and measure people’s willingness to solicit advice from a person that either belongs to their in-group or to a neutral outgroup. When the source was from a neutral outgroup, high power participants were more interested in its advice than low power participants were. Potential mechanisms are tested and discussed.