Self-competence increases the willingness to pay for social influence.
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ABSTRACT:
SUBMITTER: Hertz U
PROVIDER: S-EPMC7576769 | biostudies-literature | 2020 Oct
REPOSITORIES: biostudies-literature
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Self-competence increases the willingness to pay for social influence.
Hertz Uri U Tyropoulou Evangelia E Traberg Cecilie C Bahrami Bahador B
Scientific reports 20201020 1
Theoretical works in social psychology and neuroscientific evidence have proposed that social rewards have intrinsic value, suggesting that people place a high premium on the ability to influence others. To test this hypothesis, we asked whether, and under what conditions, people are willing to forgo monetary reward for the sake of influencing others' decisions. In four experiments, online and lab-based participants competed with a rival for influence over a client. The majority of participants ...[more]
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