Mere Influence Effect: When Motivation to Influence Drives Decision

Xianchi Dai, Chinese University of Hong Kong, China
Leilei Gao, Chinese University of Hong Kong, China
Baba Shiv, Stanford University, USA
People are motivated to influence and control the environment around them. In domains as different as actual presidential elections, charitable giving of real consequences, and program evaluations, we find that the motivation to be influential, independent of hedonic consideration of the choice options, can systematically affect decision making.
[ to cite ]:
Xianchi Dai, Leilei Gao, and Baba Shiv (2011) ,"Mere Influence Effect: When Motivation to Influence Drives Decision", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.