What do we get out of influencing others?

被引：9

作者：

Bourgeois, Martin J. ^{[1
]}

Sommer, Kristin L. ^{[2
,3
]}

Bruno, Stefanie ^{[2
,3
]}

机构：

[1] Florida Gulf Coast Univ, Dept Psychol, Ft Myers, FL 33965 USA

[2] CUNY, Baruch Coll, New York, NY 10021 USA

[3] CUNY, Grad Ctr, New York, NY 10021 USA

来源：

SOCIAL INFLUENCE | 2009年 / 4卷 / 02期

基金：

美国国家科学基金会;

关键词：

Conformity; Compliance; Obedience; Persuasion; Goals; TERROR MANAGEMENT THEORY; LEADER-MEMBER EXCHANGES; DYNAMIC SOCIAL IMPACT; SELF-ESTEEM; MORTALITY SALIENCE; REJECTION; CONFORMITY; SOCIOMETER; OSTRACISM; POWER;

D O I：

10.1080/15534510802465360

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

Although a great deal of research has investigated the goals served by being influenced by others, virtually none has examined the goals served by having influence over others. The purpose of this paper is to draw attention to this understudied research area. Drawing on related research and theory, we suggest that having influence over others serves five needs and/or goals-for accuracy, belongingness, self-esteem, control, and meaningful existence. Different types of social influence are compared and contrasted in the context of relevant dimensions of influence. We also make a number of suggestions for research to test this model.

引用

页码：96 / 121

页数：26

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