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Abstract

The Schopler and Layton (1972b) framework for influence attributions was employed to investigate the effects of two factors on attributions of influence. Participants were either agents or observers of an influence attempt, which was followed by a target's compliance, noncompliance or countercompliance. The results supported predictions that influence attributed to the agent (by both agent and observer) would be highest following compliance, moderate following countercompliance, and lowest following noncompliance. Agent-observer differences in attributions occurred only in conditions of target compliance, in which agents attributed more influence to themselves than did the observers, as predicted. The results suggest the need to include undesired changes in a target as an aspect of interpersonal influence processes.

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Agent and Observer Attributions of Influence

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