Mere Influence Effect: When Motivation to Influence Drives Decision

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.



Citation:

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.

Authors

Xianchi Dai, Chinese University of Hong Kong, China
Leilei Gao, Chinese University of Hong Kong, China
Baba Shiv, Stanford University, USA



Volume

NA - Advances in Consumer Research Volume 38 | 2011



Share Proceeding

Featured papers

See More

Featured

When Consumer Brand Sabotage Harms Other Consumers Relationship with the Brand

Andrea Kähr, University of Bern
Bettina Nyffenegger, University of Bern
Harley Krohmer, University of Bern
Wayne Hoyer, University of Texas at Austin, USA

Read More

Featured

How Employees Relate to Their Brand Online: A Critical Visual Analysis of Hollister

Stephanie Kogler, University of Innsbruck, Austria

Read More

Featured

K1. The Impact of Moral Violation and Advertising Appeals on Brand Attitude

Chunya Xie, Renmin University of China
En-Chung Chang, Renmin University of China
Beixi Wen, Renmin University of China

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.