Social Influence in One-to-One and Group Situations: Predicting Influence Tactics from Basic Group Processes

Abstract

Abstract Extrapolating from basic group properties such as the diffusion of impact and responsibility, two experiments were devised to examine differences between attempts to influence groups and attempts to influence individuals: Students in New Zealand rated how much they would use various social influence tactics to influence individuals and groups, and friends and strangers. Assertiveness and exchange tactics were reported to be used more with a single person than with a group and more with a friend than with a stranger. The author theorizes that, in both cases, these tactics required a prior network of social consequences or accountability; there are no prior consequences for strangers, and any impact of consequences is diffused in a group. Logical and formal arguments were reportedly used more with a group than with an individual and more with strangers than with friends. In line with minority influence studies, participants reported seeking outside support or coalitions only in attempts to influenc...