1,980
Views
0
CrossRef citations to date
0
Altmetric
Research Article

Egotistic trap as a social influence technique

ORCID Icon, ORCID Icon & ORCID Icon
Article: 2204245 | Received 27 Jun 2022, Accepted 11 Apr 2023, Published online: 10 May 2023

References

  • Alicke, M. D., LoSchiavo, F. M., Zerbst, J., & Zhang, S. (1997). The person who out performs me is a genius: Maintaining perceived competence in upward social comparisons. Journal of Personality and Social Psychology, 73(4), 781–11. https://doi.org/10.1037/0022-3514.73.4.781
  • Alicke, M. D., & Sedikides, C. (2009). Self-enhancement and self-protection: What they are and what they do. European Review of Social Psychology, 20(1), 1–48. https://doi.org/10.1080/10463280802613866
  • Arens, A. K., Yeung, A. S., Nagengast, B., & Hasselhorn, M. (2013). Relationship between self-esteem and academic self-concept for German elementary and secondary school students. Educational Psychology, 33(4), 443–464. https://doi.org/10.1080/01443410.2013.772772
  • Burger, J. M. (1999). The foot-in-the-door compliance procedure: A multiple-process analysis and review. Personality and Social Psychology Review, 3(4), 303–324. https://doi.org/10.1207/s15327957pspr0304_2
  • Cantarero, K., Gamian-Wilk, M., & Dolinski, D. (2017). Being inconsistent and compliant: Moderating role of the preference for consistency in the door-in-the-face technique. Personality and Individual Differences, 117, 54–57. https://doi.org/10.1016/j.paid.2016.07.005
  • Cialdini, R. B. (2021). Influence, new and expanded. The psychology of persuasion. HarperBussiness.
  • Cialdini, R. B., Trost, M. R., & Newsom, J. T. (1995). Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications. Journal of Personality and Social Psychology, 69(2), 318–328. https://doi.org/10.1037/0022-3514.69.2.318
  • Coffey, J. K., & Warren, M. T. (2020). Comparing adolescent positive affect and self-esteem as precursors to adult self-esteem and life satisfaction. Motivation and Emotion, 44(5), 707–718. https://doi.org/10.1007/s11031-020-09825-7
  • Dickerson, C. A., Thibodeau, R., Aronson, E., & Miller, D. (1992). Using cognitive dissonance to encourage water conservation 1. Journal of Applied Social Psychology, 22(11), 841–854. https://doi.org/10.1111/j.1559-1816.1992.tb00928.x
  • Dolinski, D. (2016). Techniques of social influence. The psychology of gaining compliance. Routledge.
  • Dolinski, D., & Grzyb, T. (2023). 100 effective techniques of social influence. When and why people comply. Routledge.
  • Fointiat, V. (2004). “I know what I have to do, but … “. When hypocrisy leads to behavioral change. Social Behavior and Personality: An International Journal, 32(8), 741–746. https://doi.org/10.2224/sbp.2004.32.8.741
  • Freedman, J. L., & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4(2), 195–202. https://doi.org/10.1037/h0023552
  • Geng, L., & Tao, J. (2013). Contingencies of self-worth moderate the effect of specific self-esteem on self-liking or self-competence. Social Behavior and Personality: An International Journal, 41(1), 95–107. https://doi.org/10.2224/sbp.2013.41.1.95
  • Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2008). A room with w viewpoint: Using social norms to motivate environmental conservation in hotels. The Journal of Consumer Research, 35(3), 472–482. https://doi.org/10.1086/586910
  • Gross, C., Debus, M. E., Liu, Y., Wang, M., & Kleinman, M. (2021). I am nice and capable! How and when newcomers’ self-presentation to their supervisors affects socialization outcomes. The Journal of Applied Psychology, 106(7), 1067–1079. https://doi.org/10.1037/apl0000817
  • Hart, W., Richardson, K., Breeden, C. J., & Kinrade, C. To be or to appear to be: Evidence that authentic people seek to appear authentic rather than be authentic. (2020). Personality and Individual Differences, 166(1), 110165. ArtID: 110165. https://doi.org/10.1016/j.paid.2020.110165
  • Hendrick, C., Borden, R., Giesen, M., Murray, E. J., & Seyfried, B. A. (1972). Effectiveness of ingratiation tactics in a cover letter on mail questionnaire response. Psychonomic Science, 26(6), 349–351. https://doi.org/10.3758/BF03328641
  • Maksim, A., & Śpiewak, S. (2023). Preference for consistency as a moderator of the low-ball technique. Social Psychological and Personality Science, 14(2), 185–194. https://doi.org/10.1177/19485506221086176
  • Marcus, H. R., & Kitayama, S. (2010). Cultures and selves: A cycle of mutual constitution. Perspectives on Psychological Science, 5(4), 420–430. https://doi.org/10.1177/1745691610375557
  • Nolan, J. M., Schultz, P. W., Cialdini, R. B., Goldstein, N. J., & Griskevicuis, V. (2008). Normative social influence is underdetected. Personality & Social Psychology Bulletin, 34(7), 913–923. https://doi.org/10.1177/0146167208316691
  • Pratkanis, A. R. (Ed.). (2007). The science of social influence. Advances and future progress. Psychology Press.
  • Pratkanis, A. R., & Uriel, Y. (2011). The expert snare as an influence tactic: Surf, turf, and ballroom demonstrations of some compliance consequences of being altercast as an expert. Current Psychology, 30(4), 335–344. https://doi.org/10.1007/s12144-011-9124-z
  • Rind, B., & Benjamin, D. (1994). Effects of public image concerns and self-image on compliance. The Journal of Social Psychology, 134(1), 19–25. https://doi.org/10.1080/00224545.1994.9710878
  • Uehara, E. (1995). Reciprocity reconsidered: Gouldner’s ‘moral norm of reciprocity’ and social support. Journal of Social and Personal Relationships, 12(4), 483–502. https://doi.org/10.1177/0265407595124001
  • Wallace, J., & Sadalla, E. (1966). Behavioral consequences of transgression: I. The effects of social recognition. Journal of Experimental Research in Personality, 1(3), 187–194.
  • Zell, E., Strickhouser, J. E., Sedikides, C., & Alicke, M. D. (2020). The better-than-average effect in comparative self-evaluation: A comprehensive review and meta-analysis. Psychological Bulletin, 146(2), 118–149. https://doi.org/10.1037/bul0000218