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Reciprocity of social influence
Ali Mahmoodi1,2, Bahador Bahrami3,4, Carsten Mehring5,6
1Bernstein Centre Freiburg, University of Freiburg, Hansastrasse 9a, 79104, Freiburg, Germany. ali.mahmoodi1367@gmail.com.
Nature Communications
|June 28, 2018
Summary
People reciprocate social influence, adjusting their decisions based on how much their partner is influenced by them. This reciprocal influence is a dynamic human communication signal, not just evidence aggregation.
Area of Science:
- Cognitive Science
- Social Psychology
- Decision Science
Background:
- Humans frequently seek social advice to enhance decision-making.
- The role of reciprocity in social influence remains largely unexplored.
Purpose of the Study:
- To investigate if an individual's influence on others impacts their susceptibility to being influenced.
- To determine if social influence is reciprocal.
Main Methods:
- Participants made visual perceptual estimates and shared them with a partner.
- Alternating trials involved participants revising their estimates or observing partner revisions.
- Partner susceptibility to influence was systematically manipulated.
Main Results:
- Participants reciprocated influence, gravitating towards the opinions of susceptible partners.
- This reciprocal influence was observed as a dynamic process.
- Reciprocity was abolished when participants believed they were interacting with a computer.
Conclusions:
- Social influence is reciprocal, with individuals mirroring the influence they exert.
- Reciprocal social influence acts as a signaling mechanism in human communication.
- This finding extends beyond simple evidence aggregation for improved decision-making.
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